“Do you want to buy this, or not?”
Even if you don’t actually ask it from a buyer, it’s what you want them to answer, right?
Wrong.
That question – do you want this or not – makes it about you, and selling isn’t about you.
So instead, ask:
“What do you need from me, in order to want to buy this solution?”
And yes, in some cases you can even literally ask that directly.
But even if you don’t, t’s what you should be asking yourself.
What do they need you to say?
What do they need you to ask?
What do they need you to know?
What does your buyer need you to take care of?
What does your buyer need you to guarantee, protect against, or take into consideration?
The sale happens when you give the buyer that what they need, in order to want to buy your offer.
So whenever you go into a sales conversation or an email exchange, always ask yourself:
What do they need from you, in order to want to buy?
Answer that question – or ask your buyer and have them answer it for you – and you’ll have a conversation that reveals exactly what’s required for this sale to become real and signed.
On another note:
I’m building an app that coaches you on working your pipeline, moving your deals forward – and closing them faster and at better rates.
It’s called SalesFlow Coach, and we’re scheduled for beta-release early May 2022.
Register here to be notified when it goes live.
