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Back to (EP23) The 5 Why’s of Sales.

What Question Should Every Salesperson Answer First?

Why me? Your prospect should not wait to ask this question, instead you need to get ahead and answer it first.

People do business with people, and instead of asking about your product, the prospect wants to know why they should be doing business with you, the person. Why should they buy specifically from you?

To answer this question, you could tell a story of who you are, share something personal from your own life, and allude to why you do what you do now (your business).

Don't be afraid to say that you are the best at your job.

(EP23) The 5 Why’s of Sales ·

All In with Rick Jordan

More from this episode

  1. How Can a Personal Story Help in Selling Product or ServicePersonal stores is what really sells the product. It makes you appear more human, and makes your prospects more open, more vulnerable, and more willing to buy.
  2. How Do You Close a Sale When a Prospect Just Does Not Like YouYou can do all you do, but the other person just won't like you. It happens all the time, and it happens to everyone, that is okay.
  3. What Does a Sales Person Have to Understand About Their ProspectsKnow your market, your product offering, and your customer. You should not be selling contracts meant for a 100k-people company to a 1k-company.
  4. How to Compare Your Company to Your CompetitorsDon't talk negative about your competition, but instead flip it around and show what you and your company can do.
  5. How to Talk About Your Product Features During a Sales CallThis is a good time to explain why your product or service are the best choice for the customer.
  6. How to Convince a Sales Prospect That Now Is the Time to BuyIt's actually quite likely that now is not a good time. Most sales, Rick says, are lost through lack of follow-ups.
  7. What Is the Best Way to Reach Your Sales ProspectText messages are king. People get too many emails and phone calls already, but a quick follow up via a text message would get right through!

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