When I was 16 years old, I was selected to join an AAU baseball team. AAU stands for “driving many miles to exotic locales like Charleston (!) and Carlisle (!) to get destroyed by players that are bigger, stronger, and destined for careers in the low minor leagues.”
My coach – who was the spitting image of Super Mario (true story) -had a penchant for screaming a word that, years later,would help me through many tough sales conversations.
Overthrow a cutoff man? Strike out looking? Take a hot dog out to second base in the second game of a doubleheader? (I perfected that one)… Mario would jump on a mushroom, smash a brick with his head, and yell at that top of his lungs:WHYYYYYYYYYY??????
This word has been a staple in my sales repertoire ever since. Here are 3 ways to use it :
Prospect: We're looking to make a decision quickly.
Prospect: That (your solution or feature) isn't how we do things. We need to do it this way.
Prospect: That’s too expensive for us.
Trust me, this will seem unnatural at first; no sales person wants to come across as annoying.
But…if you really want to help your prospect solve a challenge…you won't succeed unless you understand their WHY.
Buy Just F*ing Demo! on Amazon.
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