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"Why Should We Buy From You?"

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in The 60-Second Sales Seminar

How often has a prospect asked, "Why should we buy from you?" Sounds like an inviting question to allow you the opportunity to describe all of your features, benefits, and knowledge of your products and services. Isn't that exactly what your prospect wants you to do? But worse than that, you've just been seduced into telling the prospect about features that may not even be important, and you could just talk yourself right out of a sale.

Prospects want your information and most salespeople give it freely with no stipulations. Instead of answering their question, why not ask, "Perhaps you shouldn't buy from us, but what's most important to you about someone that you might do business with?" You might be surprised how the prospect responds. And now you only have to emphasize what's most important to the prospect, which means you'll greatly increase your chances of making a sale!

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