We’re all taught in Sales 101 to ask ourselves “Why would our prospect buy this product/service?” I’m here to tell you that this question is only the tip of the iceberg and if you leave it at this you’re only doing your competition a favor.
I can’t lay claim to the two follow up question that I’m going to put here, but I can’t quite remember the exact sales source either – I think it might have been from the SalesRoundup show. At any rate the follow up sales questions to ask yourself are:
- Why would they buy this product or service right now? and
- Why would they buy it from you?
By understanding why they need it right now you really get at their painful needs and can better control the pending sales negotiation. And you certainly need to know why they would buy from you and not your competition … so that you can educate them on this very matter.