Why wouldn’t you want to know?

Why wouldn't I want to know?If there is one question all salespeople can ask themselves, it is this:

Why wouldn’t I want to know?

When working with accounts, we always need to know details, yet some people forget or are just a little bit frightened to ask. If you want to find out if it is OK to ask a particular question, use the “Why wouldn’t I want to know question” as your guide.

Here is a short list of things that pass the “Why wouldn’t I want to know question” test:

  • When do you plan on having a new process in place?
  • Do you want to change providers this year, quarter, etc.?
  • How do you feel about our solution, company, etc?
  • How do you feel our company can improve your position?
  • How much do you plan on investing in this project?

If you leave a contact point with a prospect and find yourself confused or unsure, you’ve probably failed to gather information and listen to that prospect. The first step is to evaluate your concerns and put them to the “Why wouldn’t I want to know question” test.

Here is another red flag that alerts everyone that they are in violation of this rule: Lack of SLEEP! If at any time you are lying awake at night wondering about a deal, I guarantee that you’ve cheated yourself, your family, and your paycheck. Something that is keeping you awake has failed the “Why wouldn’t I want to know question” test, because had you asked the question and known the answer it wouldn’t keep you awake.

Going forward, consider the “Why wouldn’t I want to know question” your own personal sales coach. When you are in front of any prospect /client and have a nagging question but are unsure if you have the moxie to ask, run the test in your head.

The question I have for you now is: Why wouldn’t you try this out on your next sales call?


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