Do you know why somebody would buy your product?
Do you also know why somebody would NOT buy your product?
Do you know why you’re hearing objections like “I’ll have to think about it.”?
These aren’t trick questions. The answer to all of these questions would be NO!
Unless you ask, that is…
Why Ask Why
You see, the key to more sales is truly knowing why someone would or wouldn’t buy your product.
If you don’t know why they would buy, you can’t tied the benefits of your product to their specific situation.
If you don’t know why they would not buy, you will owe the deal and have no idea why, without even giving yourself a chance to handle the buyer’s concerns.
If you really want to know where you’re at in a deal and remove the mystery, you’ll need to start asking Why? a lot!
How to Ask Why
So now that you realize WHY it’s so important to know the “Why’s” of any deal, here are a few ways that you can gather this information…
- “Why are interested in this product today?”
- “Why didn’t you look at this 6 months ago, or put this off for 6 more months?”
- “Why would you buy my product?”
- “Why wouldn’t you buy my product?”
- “Why do you say that?”
- “Why is that important to you?”
- “What made you accept this meeting?”
- “What would prevent you from moving forward with my product and company?”
- “What makes you say that?”
A lot of people say that asking Why? is generally accusatory, and that you should actually try to turn these questions into What? or How? questions…
And I think this is true, I’m personally just not quick-witted enough to pull this off in real-time. I’ll typically ask these as Why questions, and have not had anybody even take an attitude with me.
I believe the time that you use is much more important!
You want to ask this in a curious tone of voice, and certainly not in a condescending way at (how most people ask Why).
P.S.
Most salespeople will never ask one Why question throughout the entire sales process, and this gives you a huge advantage in the marketplace!
But just reading an article like this (as amazing as it is) can’t replace you practicing these concepts daily!
If you’re ready to become a true master of sales, Cardone University ($1497/yr) is exactly what you need.
You can head over to my home page and request more info and get started!
-Jake Martincic
JakeMartincic.com 