WHY SHOULD I

Have you ever told your child to do something and had them snap back at you, “Why Should I”? I can remember each of my daughters saying that to me ONCE. After I explained why they should do as I said I never heard that line again. Oh don’t worry, they were able to sit down again in a few minutes, they didn’t really want to, but they certainly could.

Now think back to a customer who said the same thing to you, “Why should I”? Maybe you just tried to close the customer, or maybe you were telling the customer how much they needed your product but the customer or prospect just looks right at you and says, “Why should I”? What do you do next? You can try the same method I used with my daughters, but I don’t think your customer will allow you to spank them in their own business. So there has to be a fool proof way to handle this, what is it?

The first thing that comes to mind is to find out what about the product or service they don’t understand. The answer “Why should I” is a question, it needs to be answered. The only way to properly answer the customer is to find out what they didn’t understand. Did they not understand how the product or service works? Maybe they didn’t understand how the service or product fits into their business. Possibly they don’t understand how owning the product or using the service will either reduce their expense or make increase revenue. So what should you do? ASK!

I usually used an either/or question in this situation. Ask, is it how the product works or how you will use the product here in your business that you have questions about? I have also said, I’m sorry, I must not have explained how much revenue this will generate in the first 6 months, let me cover that with you quickly.

WHY SHOULD I is a way of asking I don’t understand. Sometimes it is the defiant nature of a customer that leads us to believe they are negative or are just not interested. Actually nothing could be further from the truth. By asking WHY SHOULD I the customer is starting a conversation with you about YOUR product or service. The customer is telling you they will spend more time with you IF and only if you give them the answers they are looking for. The customer is telling you, SELL ME!

Unless your customer is 3 years old they are interested. It is now time to earn your pay by SELLING the customer on the advantages of owning what you sell.

OH, and just in case you were thinking this, BECAUSE I TOLD YOU TO isn’t a good enough answer for your kids OR your customers!

Lorin