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 ☝️
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.