NINA ZIPKIN
A good salesperson knows that a
customer will purchase a product if it will
solve a problem or help simplify his or
her life. No matter how many positive
attributes your service has, keep this in
mind on your next sales call. The one
word that can help you close the deal is
"why?"
Getting to the heart of the problem the
customer is trying to solve should bring
you closer to making a profitable sale. So
ask these key questions to understand
the customer’s motivation:
1. Why are you here today?
2. Why do you have an interest in
this product?
3. Why is that important?
4. Why now?
5. Why make this kind of
investment?
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