Happy Friday Savages!
Sharing something I learned this week about two words you and I use every day. Why and What.
Why is the word that makes people feel defensive. Use it wisely. "Why are you talking from us?" will make your prospect defend why they are talking to you and make a subtle connection with you and your company stronger. Let a prospect defend "why" they are talking to our competitor.
Instead, a more exquisite question with starting with "What" can give you the insights you want without triggering defensiveness. "What made you want to talk to another vendor besides us?"
Let me know where you think this will help you discover and close!