Many words are critical for selling. However, there’s a word that trumps them all. This one little word helps us discover more about our prospects than any other. Unfortunately, most salespeople use this word far too infrequently.
In this video, I’m going to tell you the most important word in sales. Check it out:
Now you know the single most important word in sales. I want to hear from you. Do you agree? Do you disagree? Be sure to share in the comments section below. I’ll read every single comment.
I was advised once that “why” is not a good word to use in a sales meeting as it has a confrontational energy to it. Instead, they advised on “how”. The idea is that you can get to the same end goal without creating a potentially argumentative situation. Your thoughts?
Completely disagree with that point. I’d be careful who you’re taking advice from. I’ve never had someone put off by asking why.
Totally agree, one of the most frustrating things in sales is when someone gives you an appt, discusses a challenge they face and want to overcome, they give you a budget and you return with a solution to their challenge within their budget and they say no…..I always ask why…I figure it will help me in the future, plus nothing from nothing is…..
Frank, if you’re getting a no in that situation, always be sure to diagnose what you may have missed in the sales process.
I agree, why is critical! Also asking What are you trying to accomplish is huge
Totally agree Maria!
Great tip! Completely agree and will use the next time I’m in that situation.
Glad to hear it Pam!
I will use this more often now. Thanks.
Glad to hear it Genesis!