![\"why\"](\"http:\/\/www.enxmag.com\/twii\/wp-content\/uploads\/2015\/10\/why-300x300.png\")
That was a statement I made to our newbie rep today. We were discussing a potential order that he was looking for guidance to close.\u00a0I forget\u00a0what he said, but I chimed in with, don’t be afraid to ask why?<\/p>\nThat was a statement I made to our newbie rep today. We were discussing a potential order that he was looking for guidance to close.\u00a0I forget\u00a0what he said, but I chimed in with, don’t be afraid to ask why?<\/p>\n
Why: Adverb 1. for what? for what reason, cause, or purpose?<\/em><\/p>\n Years ago, I learned the hard way of not asking why because I did not have a mentor to turn to\u00a0when I wasn’t able to move the sales process forward.\u00a0Prospects would tell me that they weren’t ready to purchase yet.\u00a0With that, I stated “OK, I’ll follow up in a few months, bye!\u201d<\/p>\n I had no clue about sales back then and I did have a problem with asking why? I was afraid to put the prospect on the spot and ask why.\u00a0 It finally clicked that if I didn’t start asking why, I wouldn’t last long in sales.<\/p>\n Once you ask why, prospects will answer you (you’ve made this far in the process and they expect you to ask why), and in most cases you’ll find out\u00a0the true reason for not moving forward with the order.<\/p>\n The\u00a0reasons over the years have included, we’re moving in a month and don’t want the added expense of moving the new system, or the price is not in our budget, or we had a problem with your company in the past, or I’m not the right person to make that decision to my all time favorite, we don’t like you!<\/p>\n All of those\u00a0statements are objections as to\u00a0why they won’t do business now, and in most cases you can overcome all of those objections and more.\u00a0You\u2019re probably not going to overcome the “we don’t like you” objection. Just think, if you do get the “we don’t like you,” then consider yourself lucky because in my 35 years, I’ve only heard that statement once.\u00a0Odds are you’ll never hear again because from every sale you’ll learn\u00a0and hone your skills to close more sales\u00a0along with\u00a0getting better with handling objections.<\/p>\n If you’re a newbie or even if you need a refresher (we all do at times), print or write the word \u2018WHY\u2019 on a large sheet of paper and take it to your cube. It will be a constant reminder of how we need to finish.<\/p>\n Good selling!<\/p>\n","protected":false},"excerpt":{"rendered":" That was a statement I made to our newbie rep today. We were discussing a potential order that he was looking for guidance to close.\u00a0I forget\u00a0what he said, but I chimed in with, don’t be afraid to ask why? Why: Adverb 1. for what? for what reason, cause, or purpose? Years ago, I learned the hard way of not asking why because I did not have a mentor to turn to\u00a0when I wasn’t able to move the sales process forward.\u00a0Prospects would tell me that they weren’t ready to purchase yet.\u00a0With that, I stated “OK, I’ll follow up in a few months, bye!\u201d I had no clue about sales back then and I did have a problem with asking why? I was afraid to put the prospect on the spot and ask why.\u00a0 It finally clicked that if I didn’t start asking why, I wouldn’t last long in sales. Once you ask why, prospects will answer you (you’ve made this far in the process and they expect you to ask why), and in most cases you’ll find out\u00a0the true reason for not moving forward with the order. The\u00a0reasons over the years have included, we’re moving in a month and don’t want the added expense of moving the new system, or the price is not in our budget, or we had a problem with your company in the past, or I’m not the right person to make that decision to my all time favorite, we don’t like you! All of those\u00a0statements are objections as to\u00a0why they won’t do business now, and in most cases you can overcome all of those objections and more.\u00a0You\u2019re probably not going to overcome the “we don’t like you” objection. Just think, if you do get the “we don’t like you,” then consider yourself lucky because in my 35 years, I’ve only heard that statement once.\u00a0Odds are you’ll never hear again because from every sale you’ll learn\u00a0and hone your skills to close more sales\u00a0along with\u00a0getting better with handling objections. If you’re a newbie or even if you need a refresher (we all do at times), print or write the word \u2018WHY\u2019 on a large sheet of paper and take it to your cube. It will be a constant reminder of how we need to finish. Good selling!<\/p>\n","protected":false},"author":10,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[87,1638],"tags":[106],"_links":{"self":[{"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/14625"}],"collection":[{"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/users\/10"}],"replies":[{"embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/comments?post=14625"}],"version-history":[{"count":1,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/14625\/revisions"}],"predecessor-version":[{"id":14627,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/14625\/revisions\/14627"}],"wp:attachment":[{"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/media?parent=14625"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/categories?post=14625"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/tags?post=14625"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}