Salespeople often get caught in a trap when trying to explain why their product or services are best. Here’s the classic scenario: the client or prospect asks a simple question of “why should I buy your product or service?”, and without missing a beat, the salesperson launches into a rehearsed speech that adds no real value for the prospect:
“The reason why you should by my product or service is because we are the leader in our industry” or maybe, "We are family owned and operated and have been in this market for over 25 years”.
What you are telling the prospect is essentially a fun fact – nothing that shows them how your product or service can help them reach their goals. The response to persuade with the easy facts is instinctual. But if you learn to employ How Selling and respond to “why” questions with “how-I-can-help-you” answers, you can create relevancy and generate actual interest from your prospects.