What if there was a one question “cheat code” in sales that would uncover 80% of the information you’ll need in order to connect the prospect with an accurate solution to their problem?
A question that would cut your sales cycle in half, make your customers happier, and all but eliminate objections when you ask for the ink?
Well I’ve got good news for you, because this question does exist! And it’s one of the MOST UNDERUSED weapons in the salesperson’s arsenal.
Without further adieu…
The One Question to Rule Them All
No matter where you’re at int he sales cycle, this one question is completely appropriate, but it’s BEST to ask this at the very beginning of your interaction with the prospect.
There are also many different ways to ask this question, so please don’t get stuck on one solid form and think that it won’t be effective any other way.
The question is… “What made you decide to look at this product today?”
I know, it’s so simple that every single salesperson on earth in every industry KNOWS to ask this question before anything else, right?
That’s probably true, but I can tell you that this question is very RARELY asked in sales, especially inside sales. I’m writing this blog to STOP THE MADNESS!
I think you’d agree that’s it’s very difficult to connect the buyer with the right solution if you never actually ask them what their REAL problem is, and WHY they would even take the time out of their life to look at your product.
That’s the most important piece of intel for any salesperson to gather so they know how to present the solution, how to close the deal, and even how they should overcome objections!
Bottom line…ask WHY (usually in the form of a “What made you” question) the prospect thinks they need a solution like yours, and what’s important to them.
Other Ways to Ask The Question
So now that you know that it’s incredibly important to ask why a prospect would want to take the time to talk to you or visit your store, you can figure out different ways to pull out their “WHY”.
Here’s a few options that I use personally, and they all lead to the same great result…
- What made you want to look at this today?
- What motivated you to talk with me today?
- Why are you looking for a new solution?
- What made you feel the need to look at this product now?
- Why are you even looking to make a change at this point?
There you go, you have a few options on how to get the prospect talking about their needs, wants, desire, problems, fears and what keeps them up at night (yes, people really do say that)!
P.S. By the way, if you really want to dive deep into sales and negotiation and become an absolute master so you’ll never worry about hitting your quota again, you’ll want to request your free 7 day access to Cardone University!
You can request your Cardone University trial on my home page (just click here).
Jake “The Legend” Martincic
JakeMartincic.com 