A good salesperson knows that a customer will purchase a product if it will solve a problem or help simplify his or her life. No matter how many positive attributes your service has, keep this in mind on your next sales call. The one word that can help you close the deal is "why?"
Getting to the heart of the problem the customer is trying to solve should bring you closer to making a profitable sale. So ask these key questions to understand the customer’s motivation:
- Why are you here today?
- Why do you have an interest in this product?
- Why is that important?
- Why now?
- Why make this kind of investment?
For more sales tips, check out the video above.