A guest blog post by Mark Trinkle, Chief Sales Officer, Anthony Cole Training Group
My apologies for sounding like a 3-year old wondering why they need to stop doing something, start doing something, or eat something green and not so tasty off their plate.
So, here’s the deal. Do you know who else on occasion has a serious case of the whys? You guessed it…your prospect. For the record, prospects are also really good at simulating the temper tantrums of a three-year old when they don’t get their way.
Specifically, according to The Bridge Group, Inc., there are 5 Why Questions that most prospects ask themselves during the sales process:
- Why should they listen? I mean, after all, they were not expecting your call. They were busy doing something and probably have a million things on their to-do list so why should they take the time to even listen to you as you interrupt their day?
- Why should they care? Let’s assume for just a minute they decided to listen. What is going to resonate with your message to the point that it gets your prospect to care?
- Why should they change? Who knows how long the prospect has been on the course they are on today? Why do something different? Maybe things are going ok.
- Why should they pick you? There are probably lots of competitive options, so what is going to cause them to select you?
- Why now? Is there an urgency to act now? What is going to compel or motivate the prospect to do something now instead of later? Remember that a lack of urgency has torpedoed its share of sales opportunities.
Like it or not, your prospect is asking themselves these five questions….perhaps consciously so they are full aware of it or maybe it is being asked at a deeper subconscious level.
Either way, you better know the answers.
I guarantee you that your prospect does.
Thanks for tuning in…now go sell like a champion today.