Why? Why?
Apparently, when kids hit the three year old mark this is the question they ask over and over and over again.
Here’s how the conversation goes…
Can you please move away from the stove?
Why?
Because it’s hot?
Why?
Because there’s electricity?
Why?
Because that’s what makes the stove work?
Why?
… I think you get the picture.
Why? Why? Why?
It seems most of us go through this at the age of 3, but forget the word “why” for the remainder of our lives.
So what I’d like to focus on today is how we can use the word “why” to build our business and increase our sales.
Firstly, in the book Tested Selling Sentences by Elmer Wheeler, he talks about the fact using the word “why” in the selling process can be incredibly powerful.
Customer: I want to think about it.
You: Why?
Customer: Because I’m not sure about whether it’s for me.
You: Why?
Customer: Because I’m not sure how safe this brand of car is.
Aha, we’ve found the real objection. And can then pull out all the brochures and studies with proof on them to answer it.
So use the word “why” in the closing process.
Also, why not take a few moments to ask some “why” questions about other areas of your business.
Why are you not earning your full potential?
Why are you working with clients who don’t appreciate you?
Why are customers putting you in the same category as your competitors?
Why are you having to compete on price?
Why aren’t people responding to your ads?
Why can’t you work out what’s working and what’s not?
Why can’t you find the time in your day to increase your sales?
Why can’t you get through to the decision maker?
Years ago, I listened to Tony Robbins talk about the fact “the questions we ask shape our destiny by directing our focus” so take a moment to answer the questions above today.
And then ask yourself: what can I do about it?
The reality is most of these questions would all disappear if you had a bundle of systems in place for getting more customers.
And you can find everything you need to know to get all the new customers you need at http://www.morecustomersmadeeasy.com
My name is Scott Bywater and if you own a business or would like to own a business, I’m here to help YOU get all the new customers you need. I’ve already helped thousands of business owners do the same through Cashflow Advertising, More Customers Made Easy and my other teleseminar and coaching sessions.