Advertise

In this Section:
OTHERS

The Six Whys

The Six Whys are six specific questions, each beginning with the word “why,” that represent the mental steps all potential customers go through when making a purchasing choice.

  1. Why change? Answering this question lays the foundation for the entire sale; it equips you to defuse any bias your buyers may have toward keeping things in line with the status quo.
     
  2. Why now? To be successful in selling, you must be able to build urgency, but not cause buyers to feel that you are pressuring them to buy. In fact, countless sales have been lost when salespeople try to create urgency, but instead trigger reactance.
     
  3. Why your industry solution? To be truly successful in answering this Why, you may need to rethink your definition of a competitor. Many salespeople consider a competitor to be an organization that provides a similar product or service. However, such a shortsighted view leaves these salespeople vulnerable to competitors outside of their industry, which are often the most challenging and difficult to compete with because they fly under the radar.
     
  4. Why you and your company? This Why is so important and must be attended to in the sale, because without a commitment to you and your company, potential customers will not buy from you.
     
  5. Why your product or service? The answer to this is found in knowing the competitive advantage your product or service offers. That’s how you will demonstrate that your product or service is the best one for your potential customers and gain commitment from them.
     
  6. Why spend the money? It’s important to realize that regardless of the type of sale, anytime you ask buyers to purchase your product or service, you are asking them not to do something else. Whether making a purchase for themselves or on behalf of their employer, buyers have access to a limited amount of funds.

2016, The Science of Selling, TarcherPerigee

 

 


Featured Offers

advertisement
  1. Don’t miss the opportunity of a lifetime!

    This is your last chance to discover the secrets to 10X your clients, business and growth!

  2. Keep it simple with an Indexed Universal Life product.

    Kansas City Life Insurance Company offers a simplistic Indexed Universal Life insurance product.

  3. Purchasing and generating leads now and in the future

    Bad leads waste everyone’s time. See why most fail and how to find the highest quality ones today!

  4. New Episodes of IGNITE with Paul Feldman are live!

    The greatest minds on the planet reveal how to ignite exponential growth in your business.

  5. Simplified Issue Single Premium Whole Life With Living Benefits

    Help your clients plan for legacy and other end of life objectives with life insurance that DOES MORE!

  6. Advisors Needed to Partner with Local CPAs

    Our network of CPAs are looking for advisor like you – view the program now!

  7. Maximize a legacy in one premium with Midland National!

    Easy tell. Simple sell. XL Heritage IUL is life insurance everyone can understand. View White Paper.

  8. Optimize a legacy in one premium with North American!

    Easy tell. Simple sell. Legacy Optimizer IUL life insurance is easy to understand. View White Paper.

  9. The 4% Rule is theory. And it's flawed.

    Show your clients a strategy including FIAs to help them manage longevity risk in retirement.

  10. How to successfully serve affluent clients

    Download our free guide, “Growing Your Firm with a Focus on Affluent Clients” to get all the details.

Advertise with us