The Most Important Question to Ask Your Prospects
Curiosity is at the heart of every good salesperson. Because you need to understand so many different things about your potential buyer, asking the right questions can make or break a deal. The best B2B and SaaS sales training programs teach you to ask many different questions, but one stands out above the rest. When trying to discover your client’s current state, this question is your best tool. The Most Important Question: Why? It doesn’t matter your industry, asking “why” is the key to your success. If you don’t ask “why,” you might never fully understand your customer’s problems or diagnose the root causes of these problems. Imagine you are a car salesperson. A young couple comes in and wants to find a car with great gas mileage. Instead of jumping to conclusions and showing them the hybrid coupe you have, you should ask them why they want good gas mileage in the first place. Well, they take a lot of camping trips far away and want to save on gas. Is a hybrid co...