Did you know that 63% of sellers chase away prospects due to insufficient insight into the buying process? Success in sales is about aligning your efforts with how the brain makes decisions.
The 6 Whys of David Hoffeld
01Why Change?: Break the status-quo bias and show the necessity for change.
02Why Now?: Create healthy urgency without unnecessary sales pressure.
03Why Your Industry Solution?: Why is this type of solution the right way?
04Why You and Your Company?: Build authority and trust as a partner.
05Why Your Product?: Demonstrate how your specific features solve the problem.
06Why Spend the Money?: Make the ROI of the investment crystal clear.
Pro Tip
Brain-friendly selling: The better you align with natural decision-making processes, the less resistance you will experience.
Conclusion
Understand the 'why' behind every buying decision. By addressing each mental step of the prospect, you significantly increase your chance of success.
Lead Score Quick Check
Is there a clear budget available?
Are you in contact with the final decision maker?
Is there an urgent need for a solution?
Does your solution fit their problem 1-on-1?
Valuable?
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