What Are Your Goals?
One of the challenges we face when asking a customer, “What are your goals?” is getting a dismissive answer. One common response is “…to make more money” This answer tells us very little of what the customer really needs.
Let’s dig a little bit deeper. Follow up with a great comeback like:
“…Why do you say that?”
The “Because” Statement
When you ask WHY, most times the customer or prospect will respond back with a statement that begins with the word BECAUSE. This one important word will lead to your customer’s true motives…
- Because it helps to minimize risk!
- Because it helps me gain a competitive edge!
- Because it allows me to be more profitable and progressive!
- Because it will simplify my life!
- Because…
When your customer’s motivations are revealed, you’ll be able to get to the “heart of the sale.” And that’s what all “ultimate sales pros” strive to pursue.
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Know Your WHY – Become an Ultimate Sales Pro
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