Always Ask Why

When you’re talking with a client or prospect, always ask why. Whatever they say either ask out loud or ask yourself why. Why are they saying that? What makes that important to them? Why are they mentioning that?

Ask why?

Developing a curiosity behind every statement, question or observation they make will help you to uncover their needs and wants. It will help you to understand them more, and the better you understand them the more chance you have of selling to them.

Why Questions

Why Questions come in many forms:

  • What makes you say that?
  • Why is that important to you?
  • Why do you think that?
  • What's your experience of...?
  • How important is that going to be in the future?
  • What made you come to that conclusion?

Any Why Question shows that you are listening and that you are interested. The conversation will flow naturally and be focused on them, which is exactly what you want. And if you’re not convinced of the power of Why Questions, just try them. After all, why not?

Always Ask Why?
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