Home Marketing & Sales Blog Sales Don't Ask Why
Sep 04
Saturday

Tip of the Month

You Have to Give Attention to Get it.

When you spend more time talking than listening, you send the message that what you have to say is more important than what your prospect has to say. In the warm up, and final close, use your 2 ears and 1 mouth, in that proportion.

Listening Up

The best way to show a prospect you’re a “good listener” is to make occasional summary statements starting with “You mentioned”, or “You said.” Also restate buyer’s Feeling into your own words. This helps buyers evaluate their reactions to your proposal.

All products are Created Equal.

Unless you can prove otherwise, your masterful presentation shouldn’t just convince them to buy only you. The only reason not to buy your product should be affordability, not a competitor’s lesser price.

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Don't Ask Why

"Why" is Accusatory

One of the key to becoming a super salesperson is ability to listen and understand what a customer is saying. Many novice salespeople, and also some veterans, answer questions that were never asked by prospects. Whether it's out of poor listening skills, eagerness or inexperience, the danger is the same... that you will put a new question or objection into a prospect's mind that wasn't even there before.

Don't Ask "Why"

If you want to get to a reason behind a prospect the worst question to ask is "why". For most people "why" is a threatening word. It implies that the speaker is wrong and demands that he justify his remarks, position, or reasoning. This will only kick in the "Fight or Flight" instinct and create confrontation.

Prove to this yourself by trying this simple exercise: Role-play with another salesperson where you voice a position or objection and have them respond with "why". Notice how the "why" will immediately put you on the defense and kick in confrontation.

Instead, salesperson should try out the reasons behind a prospect's position by using less threatening language and questioning techniques.

For example:

Prospect: "I don't think your product is for us..."

Instead of "why not?" try, "I see. What were some of the factors considered in reaching that conclusion?"

Prospect: "We can't do anything until next year."

Instead of "why?" ask, "What is it about next year that will make it a better time for you?"

People only buy when their perception of the end result of what they will get as a result of buying from you is positive. When you put people on the defensive, it generates negative, not positive feelings. Great salespeople don't try to make the prospect "wrong." They let the prospect feel good about themselves, and in doing so; will feel good about the salesperson and their product.
 
Home Marketing & Sales Blog Sales Don't Ask Why