“Why should I do business with you?…”
This or, some variation, is a very common prospect question, but how should you respond?
Well, first, let’s explore how most salespeople respond today. They go into tap dance-mode by saying things like:
- “oh, we’re the best,”
- or “our service is outstanding,”
- or “we have been around for 100 years,”
- or “we have the greatest quality…”
But, your prospect already expects this canned routine and is ultimately going to be turned off.
Even your worst competitors, with poor quality and terrible service, are still saying that they have the ‘best quality’ and the ‘outstanding service.’ This means that the prospect is likely to be guarded with whatever you say.
You need an approach that is going to set you apart from your competitors.
In this video I’m going to show you the 4-step approach that any salesperson should use to respond to the question, “Why should I do business with you?” Check it out.
1. Say: “I’m not sure that you should.”
Your prospects expect you to start trying to convince them to do business with you right away. Instead, when they ask, “Why should I do business with you?” bowl them over with something totally unexpected by saying, “I’m not sure you should.”
This is the truth! The reality is that you’re not sure if every prospect should do business with you. You’re never sure until you’ve had a thorough conversation. This is genuine and true, and it sets you up as the expert.
2. Say: “Until I learn more, I don’t know if I’m the right fit.”
When you say this to your prospect, you’re telling them that you don’t rush to judgment. You don’t lack confidence—you’re just an expert who takes the time to figure out if each prospect is a good fit. You think just like a doctor would.
Remember, most salespeople are swearing that they’re the solution to everyone and everything. So this approach is going to set you apart as the total and complete expert.
3. Say: “Would it be okay to ask some questions to determine whether I can actually help you?”
This is a real no-brainer of a question to ask your prospects, and it completely changes the dynamic of the interaction. Instead of them grilling you, you’re now in control and they’re giving you the permission to do so. You don’t have to be pitching yourself anymore, but instead you get to really position yourself to determine whether there’s a fit.
4. Say: “Now, tell me about the biggest challenge that you’re facing right now with regards to….”
This is where you begin to engage your prospects on the real issues that they’re facing. It changes from a conversation about your offering to a conversation about their challenges, and what they hope to accomplish.
This is the beginning of the value-based conversation. You’ve officially turned a tough situation into an opportunity. I mean, can you see what you’ve accomplished here? Now, this stuff takes guts but if you’re willing to use it, your results will be incredible.
So there you have it. Now you know the 4-step approach that any salesperson should use to respond to the question, “Why should I do business with you?” I want to hear from you. How have you dealt with this objection in the past? Be sure to share below in the comments section and join the conversation.