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Two most misused words

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!



๐Ÿ‘‘ Sales Strategy
๐Ÿ“ˆ Closing
โ˜๏ธ Software Tech
5
justsignit
Contributor
+3
Account Executive
I was thinking "uh" and "um". Cut those out and your prospect have way more silence they need to fill.... which ends with them spilling everything.ย 
Blackswan
Sales Manager
"Ah", "Um", "you know", so, "like". My girlfriend and I play a game, I pay her a $ each time I use these. She got some shoes and I am getting my vocab habits cleaned up!ย 
LordBusiness
Politicker
+8
Chief Revenue Officer
I agree that why creates a defensive response 99% of the time, using "why" requires a really tight relationship with the prospect or buyer, a relationship in which your buyer trusts your judgement and is looking for recommendations and feedback.ย 
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