From the course: The 52 Best Sales Prospecting Tips

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Keep asking "Why?"

Keep asking "Why?"

From the course: The 52 Best Sales Prospecting Tips

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Keep asking "Why?"

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- Since I've started making sales training courses, just like this one, I've developed a nickname, Mr. Why. That nickname came, because in so many of my videos, I'm talking about the importance of asking why and it baffles me just how few people are doing it, even though they've been in sales for years. Sales is providing solutions to problems, that's it. So how could you not ask why over and over again to establish what the true problem is? So if I can only ask one open question for the rest of my life, that's choosing from what, where, when, how and why, I choose why every time. I'm not saying just sit there asking why, why, why over and over like a sales parrot, but you need to ask a variation. If you were to a peel the onion, which by the way, is getting to the core of someone's problem by peeling away their objections layer by layer, like an onion, and you were to do that by asking why, then you'll always reach the…

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