Ask Why....

It never hurts to ask.

Toyota uses a "5 Whys" problem solving process. In a nutshell, it works
like this: to isolate a production problem, managers are taught to ask
"why" at least five times. In the end, by digging deeper, a better
resolution can usually be uncovered.

The same thing works in sales. Here's an example:

Prospect: We can't afford to advertise this year.

Salesperson: Why?

Prospect: We don't have the money.

Salesperson: Why?

Prospect: Sales are down.

Salesperson: Why?

Prospect: The economy is down.

Salesperson: Why?

Prospect: Nobody is buying anything.

Salesperson: Why?

Prospect: I don't know -- because nobody is advertising?

O.K. I'm being a little simplistic and self-serving here. (You don't need
to drill your prospect with “whys" like a robot.) But by asking several
clarifying questions, you might just get to the root of the real
objection, or the real problem.

Just be aware the purpose of this as a question-centered sales process is
not to be tricky or to "lead" your customer. It's to clearly ask questions
that help you and/or the prospect see the underlying issue.

Toyota is a leading company, in part, due to this simple yet powerful
questioning technique.

Takeaway: What can you gain from this process? What else? Why? Why? Why?