Why Ask Why?

One Question To Get More Sales. WHY?

If you have ever been around a four year old, every other word out of their mouth is WHY. On average, a four year old asks about 400 questions in a day. This is how they learn. They ask questions. Sometimes answering these questions is tough. Especially when your four year old has four older siblings. That's one for another day though.

Asking questions is also how we should sell. Selling requires information. You get more information when you ask questions. The most important of these questions is WHY? It can be used a couple of ways.

First is to clarify an objection to a purchase. When you ask why, you find the real reason for an objection. Many times it is not what you assume. When you find the real objection, you can then address it specifically, instead of guessing.

Secondly, asking WHY? buys you some time to extend a converstation, engage the customer and give you time to think about what direction to go next.

The key after you ask the question is to listen to the answer and use the new information to move the sale forward.

Do you mind learning sales skills from a four year old.....if it makes you money? How many questions a day do you ask? (that's one for me)