You hear a sales buzzword!
maybe “project”, “pain”, or “looking into solutions”
and your pitch reflex kicks in.
You start rattling off what your product does.
How it works.
Why it’s better.
But you never actually asked what they need.
So you’re pitching in the dark.
Understand their why before you pitch the widget. ~ Kelly Johst
Trying to sell without understanding = guessing.
If you don’t know:
- What problem they’re trying to solve
- Why it matters to them right now
- What’s broken with what they’ve already got
Then your pitch might be accurate…
but they won’t get it.
The rep who gets remembered is the one who makes the buyer say:
“They actually understood my world.”
That’s what builds trust.
That’s what opens doors.
That’s what sells.
🎯 Today’s challenge:
Before you pitch anything, ask one of these:
- “Why now?”
- “What’s not working today?”
- “What have you already tried?”
Then stop.
Listen.
Take notes.
Getting clear.
Then offering the solution that actually fits.
Because you can’t sell what they don’t want.
And you won’t know what they want…
Until you ask.