The Most Powerful Word in Sales
For your consideration: The most powerful word in Sales is, “Why?”
Why? (See what I did there?)
- Challenges assumptions
- Sets up new ideas
- Gets to the story behind the printed piece
- Results in change
In yesterday’s sales tip, I challenged you to challenge customers with qualifying questions instead of just throwing out a price. Someone who hands you something to quote is presenting a solution but not necessarily the best solution. By asking why, you learn more than just the specs.
“Why” is a philosophy; an approach to sales in general. Embrace it and you will find better and more interesting selling opportunities. Reject it and you’d better be the lowest price.
And don’t get me started on, “What?”
Bill Farquharson can be reached at 781-934-7036 or through The Sales Vault at BillFarquharson.com.
Bill Farquharson is a sales trainer for the graphic arts. Email him at Bill@AspireFor.com or call (781) 934-7036. Bill’s two books, The 25 Best Print Sales Tips Ever and Who’s Making Money at Digital/Inkjet Printing…and How? as well as information on his new subscription-based website, The Sales Vault are available at BillFarquharson.com.