For your consideration: The most powerful word in Sales is, “Why?”
Why? (See what I did there?)
Why:
- Challenges assumptions
- Sets up new ideas
- Differentiates
- Gets to the story behind the printed piece
- Disrupts
- Results in change
In yesterday’s sales tip, I challenged you to challenge customers with qualifying questions instead of just throwing out a price. Someone who hands you something to quote is presenting a solution but not necessarily the best solution. By asking why, you learn more than just the specs.
“Why” is a philosophy; an approach to sales in general. Embrace it and you will find better and more interesting selling opportunities. Reject it and you’d better be the lowest price.
And don’t get me started on, “What?”
P.S. Sales Vault Insiders: Be sure to check out this week’s exclusive download, “The Questions to Ask”, in which I outline numerous angles of questioning to help you turn a price discussion into a solution sale.
…And if you haven’t seen the original Ted Talk “How Great Leaders Inspire Action” by Simon Sinek, author of the book Start with Why, Check it out on Ted.com
