Recently, I was looking for potential property to purchase. I went to three different locations and there were three different realtors present. I introduced myself as did they. They immediately started showing me the property discussing all the features and benefits of that property. Unfortunately, not one of the realtors ever asked me any questions about me, why I was looking at the property, any timeline for making decisions, or any hint or resemblance to trying to uncover what I was looking for.
I’m sure none of you do this in your selling. Unfortunately, this becomes an occurrence that happens way too often. In the past I’ve looked at purchasing a car. Once again, not once did anyone ever ask me why I wanted that car. As a result, I never purchased a vehicle from those dealerships.
It seems simple that a two-year-old would often ask the question why. The salesperson might garner a lot of information crucial to understanding the prospect or potential buyer’s perspective. So perhaps the best sales tips we can learn from our children. Perhaps, simply asking the question why would you want to invest in that kind of car would yield an amazing opportunity for dialogue. So, the next time your two- or three-year-old asked you the question why, instead of chastising him or her, simply think that might be a better way to sell and give them a treat.