Unlocking the Power of "Why?" in Sales: The Importance of Understanding Client Needs

But Papa, why?
"Because that's the way it is. Just accept it..."

Although, Sales discussions are not that simple or blunt (mostly..)

In short, asking a prospect or client "Why?" is super important.

Here's why (no pun intended).

You can answer and differentiate with a more specific solution.

Knowing the background and reasoning to a question helps you do that.

Too many questions are answered straight off the cuff.

When a buyer is exploring a solution, product or service, there's often more to it than just one innocent question.

As much as possible, avoid being that person that just offer a long winded answer to a question.

You have no chance to differentiate above other options they're considering (and that other option might be a competitor).

Asking "Why"", or better still, asking for a deeper explanation about the question will elevate your answer.

Sales is often about how you can best help the client with their situation.

They buy when they can see a solution, value, outcome or results, and within a timeframe that makes sense to them.

Watch this video for more ideas on what to do ☝️

The importance of asking "Why?" when understanding a client's needs and preferences.
When customers are looking for a CRM to manage their contacts and interactions, asking yourself 'WHY' can help you better understand their needs.

This can involve asking questions about the customer's current solution, how it's working for them, and why they are considering a new solution.

By understanding the customer's underlying needs and motivations, the salesperson can better position their solution to meet those needs and close the sale.

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About the Author
 Hi, I'm Perry Papast, an award-winning B2B Sales Advisor, Coach and Mentor for Technology Businesses. With over 25 years of real industry sales experience, I have been helping business owners and salespeople to get amazing results in their first weeks while working with me.
You can find out more about what I'm doing here:
Perry Papast 2022. All rights reserved. Sydney Australia
Perry Papast 2022. All rights reserved. Sydney Australia
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