One of the best questions a sales rep can be asking a buyer at any time in their selling process is “Why?” Too many times we ask buyers a lot of “What” they want and “How” often they want it questions.
If a buyer shows interest in your products, how many of your reps immediately assume their buyer has valid reasons and go right into their “Features & Benefits” pitch without asking any additional questions?
Your buyer says “We’re wanting to add this new product.” A great first question to ask is “Why is that important? Why are you wanting to make this change?”
To win more business in today’s hyper-competitive markets, your team needs to be asking more probing questions to better understand your buyer’s motivations to wanting to make changes or to do something different. Listening to their “Why?” answers can help you deliver a better presentation of the “What’s?” and “How’s?” of your proposal, and answering their original “Why” answer.
Think your next sales meeting is a good time to discuss what they can do to ask more “Why? Questions of their prospects and customers?
Today’s video talks about how asking more “Why?” questions can help your team sell even more!