Remember:

• People buy for their reasons…not yours! You need to learn why they’ll buy.
• You need to ask questions to determine why they’ll buy.
• In a more complex sale – multiple motivations/reasons/choices to buy abound.
• Ask yourself, “What needs do I fill?” Then develop questions to get them telling you what they need.
• Ask yourself, “What benefits do they seek – then ask questions relative to the benefits your product/service delivers.”
• Conduct a best question audit and use those questions.
• Master the art of follow-up questions (ex. “Why do you say that?” or “Could you tell me more.”
• Answers will tell you exactly what and how to preset your product or service.

Is it that simple? Yes, it is. Just figure it out!