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.
Patricio Lahman says
January 20, 2016 at 10:49I 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?
Marc Wayshak says
January 21, 2016 at 14:12Completely disagree with that point. I’d be careful who you’re taking advice from. I’ve never had someone put off by asking why.
Frank Hamilton says
January 20, 2016 at 10:54Totally 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…..
Marc Wayshak says
January 21, 2016 at 14:12Frank, if you’re getting a no in that situation, always be sure to diagnose what you may have missed in the sales process.
Maria Malice says
January 20, 2016 at 15:18I agree, why is critical! Also asking What are you trying to accomplish is huge
Marc Wayshak says
January 21, 2016 at 14:11Totally agree Maria!
Pam says
January 20, 2016 at 19:23Great tip! Completely agree and will use the next time I’m in that situation.
Marc Wayshak says
January 21, 2016 at 14:10Glad to hear it Pam!
Genesis says
February 5, 2016 at 11:23I will use this more often now. Thanks.
Marc Wayshak says
February 27, 2016 at 07:50Glad to hear it Genesis!