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Discovery Questioning

How to Start Your Conversations with "why"?

4 min
Average Score

Simon Sinek

Author and Founder of The Optimism Company

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Sales representatives play a pivotal role in the success of any business. The way they approach potential customers can make or break a deal. In this session, we'll explore the concept of starting with "why" in sales, drawing a parallel to dating to highlight its importance. Discover how this approach can transform your sales conversations and make you a more effective sales rep.

The "Why" Behind Sales

Understanding the Power of 'Why'

When it comes to sales, great leaders know that it's not about what you offer but why you offer it. Instead of bombarding your prospects with a list of features and benefits, begin by communicating the purpose, the belief that drives your organization.

The Dating Analogy

To illustrate this point, consider a dating scenario. Imagine being on a date with someone like Davido, who starts with "what" - bragging about their wealth, connections, and appearance. Does this approach make you want to go on a second date with them? Probably not.

Why Matters in Sales

Similarly, in the world of sales, starting with "what" doesn't work. Many companies make the mistake of presenting their success, industry prominence, or flashy offerings upfront. But just like in dating, this approach falls flat.

Starting with 'Why' in Sales

Now, let's send Davido on another date, but this time he begins with 'why.' He talks about his passion for what he does, working for an organization that holds the dreams of others. This approach gives him a sense of purpose and fulfillment.

The Transformation with 'Why'

While the same facts about his wealth, connections, and appearance are there, leading with 'why' provides context. It's a game-changer in how the information is perceived. It's not about the facts; it's about the purpose behind them.

The Impact of Starting with 'Why' in Sales Calls

Building Trust and Relationships

When sales reps start with 'why,' they build trust with their potential clients. It's not just about making a sale; it's about forming a meaningful connection. This approach resonates with the client's emotional side, making them more receptive.

Creating a Memorable Experience

Starting with 'why' doesn't just provide information; it tells a story. It's a narrative that captivates the listener, making the sales conversation memorable.

Setting the Tone for a Win-Win Relationship

A 'why'-driven sales approach isn't about manipulation or one-sided wins. It's about establishing a relationship where both parties benefit. It's about fulfilling a shared purpose.

Improving Your Sales Skills: Learn to Ask Good Sales Questions

Understanding 'why' is the first step, but how can you apply this knowledge effectively in your sales conversations? One powerful technique is asking good sales questions. In this video session, you'll learn how to craft questions that dig deeper, understand your clients' needs, and guide them toward solutions.

In this video, you'll gain insights into:

  • The art of asking open-ended questions
  • Techniques to uncover pain points and challenges
  • Tailoring your solutions to fit the client's 'why'
  • Turning objections into opportunities
  • Closing deals by aligning with your client's purpose

Remember, effective sales reps don't just sell a product or service; they sell an experience and a partnership. Learning how to ask the right questions is a vital skill in understanding and aligning with your client's 'why.'

In the world of sales, starting with "why" is a transformative approach. Just like in dating, no one wants to hear a laundry list of qualifications right out of the gate. Instead, they want to connect on a deeper level, to understand the purpose behind the offering. This approach builds trust, creates memorable experiences, and paves the way for lasting, win-win relationships.

So, before your next sales call, remember to start with "why." Learn the art of asking good sales questions and watch how your sales conversations become more meaningful, impactful, and successful.

Unlock the potential of your sales reps and drive your business forward by understanding the power of 'why' in sales.

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