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why? =the most important thing to understand

The most important thing to understand from your prospects is WHY?

Make sure you’re asking questions to discover the reason for ANY & EVERY decision… purchase… action… they make.

  • Who extends beyond the person you’re speaking with to the decision making team.
  • To often salespeople stop at the what.
  • Where isn’t only a physical location, but in relationship to other priorities.
  • Even if you move onto when and define the timeline, you’ve not gone far enough.
  • Of course, how they’re going to go about something is important as well.

Until you completely understand their reason why… you’ve not completed your qualification.

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