Two Powerful Sales Questions - Why Us? Why Now?
- BK
- Nov 25, 2023
- 2 min read
Transform your sales approach and grow your business.
Validation. Are your assumptions accurate? Do you clearly understand the client's needs in their own words, and how can you address them? Do you know the timeline for delivering on those needs?
This litmus test verifies assumptions early in any sales opportunity. Confirmation early in the sales process means you spend time on opportunities you have the best chance of winning.
Why Us?
Understand the reason(s), in the client's own words, why you were handpicked for consideration. The byproduct of this question is an understanding of client requirements.
If the client's expectations of what you deliver align with yours, you have a real opportunity. The more specific the client is, the greater your chances.
Uncovering client needs and wants is even more imperative if you are an unknown within the industry segment.
Why Now?
Decisions are driven by needs and motivated by deadlines. Why now is about timing, and timing drives the urgency to act.
Why now is a three-part question
What is the Go Live date?
What happens if that date is missed?
What precipitated the client to call you?
Our goal is to validate the deadline and understand the impact, if any, of missing said deadline. Also, to understand if our participation is early in the evaluation stage or if we are a late addition to the vendor list.
If there are no ramifications for missing the Go Live date, then the date is meaningless, or the benefits are inconsequential. Understanding urgency also allows you to align internal resources.
You are likely not a preferred vendor if you were contacted as a last-minute addition to the vendor list. Time to qualify and validate that your solution is a viable option.
Try it
Choose an existing opportunity. Answer the following
Do I know why I was chosen as a potential vendor?
Has the prospect given me concrete reasons why I could win the business?
Am I the only vendor that can deliver on the customer's needs?
Has a Go Live(deadline) date been set?
What is driving the Go Live date?
What would the ramifications be if this date is missed?
Corroborate your answers with facts.
Asking these powerful questions early in your sales cycle will improve closing ratios and accelerate sales by discovering objections sooner and uncovering the client's motivation and urgency to act.
Add to the conversation by leaving a comment or asking a question.
Bernard Kuhn
Sales Strategist | Solopreneur and SMB Catalyst | Fractional Sales Leadership
Honest and informed sales advice that speaks to your gut, aligns with your principles, and reflects what I stand for.
"Whether you are selling a physical product or your skills and experience, everyone is in sales. To sell is, therefore, human". - Daniel Pink, To Sell is Human
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