A homeowner asks an interior painter how careful his or her painting crew will be. It doesn’t take a rocket scientist to know the homeowner doesn’t want paint spilled on furniture or flooring. The painter could just assume that is the reason and never ask why. However, the optimal salesperson would, who wants to increase business, ask the why questions.
Why is this important to you? “Because it happened before. We had painters in who spilled paint on an expensive carpet.”
Why is this important to you? “Because I chose the painter.”
Why is this important to you? “Because my wife was angry with me. I don’t want that to happen again.”
The real pain the homeowner wanted to avoid was his wife’s anger. That extra knowledge affords the Optimal Salesperson the opportunity to build a deeper bond with the prospect and deliver all the more excellent service. Optimal Salespeople who want to master sales techniques ask why!
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