Whenever I am working a new prospect who already has an idea that they want something like what I am selling, I ask a lot of questions about what they think they want.
I ask to find out if what they want fits what I am selling.
I also want to know how strong their motivation to buy is.
One question I like to ask after I got them used to answering my questions is…
Why not just do nothing?
And I’ll continue to stack this question with a couple more…
Why buy anything at all? Why not just keep things the way they are?
This flushes out the reason for buying and how strong that reason is.
I always want to know why they are “buying”, because sometimes they aren’t really serious.
Sometimes they are just educating themselves as to what’s new on the market.
Or they already have a vendor in mind, and they are looking for competitive quotes to get their favored vendor’s price down lower.
Also, by knowing their real reason for buying, I get to see how important a priority the purchase is to this person or business. The higher the priority it is to them, the more likely the deal will actually close, and close fast.
Try this out the next time you are qualifying a lead. I think you’ll be surprised at how effective this simple technique is.
Sell with Pride,
Shameless Shamus Brown
P.S. Get to the core of what’s driving every deal fast with more techniques like this which I will show you in my Persuasive Selling Skills Audio Program. Get yours here now.