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why should i do business with you

No matter what industry youre in, youve likely received some form of,
Why should I do business with you? When most salespeople hear this question, they go into tap-dance mode and immediately list all the reasons why theyre great: Our company is the best, our service is outstanding, weve been around for 100 years, and we have the best quality. Of course, your prospect expects you to say this, because your competitors are using this same response. Think about it -- everyone claims to have the best quality and service, even if it isnt true. Read on to learn how you can switch up your approach, and capture your prospects attention when they ask, Why should I do business with you? 1) Start by saying, Im not sure that you should. Again, your prospects are expecting a tap dance, so this response will completely catch them off guard. It may be unexpected, but its also the truth: Youre never sure a prospect is a fit until youve had a thorough conversation.

Not only is this response more genuine, but it also boosts your credibility. After all, no doctor claims to have the answer until they fully understand the problem at hand. To learn more about this approach, check out the video below: 2) Explain, Ill need to know more. This shows prospects it isnt a lack of confidence making you unsure whether they should do business with you. Instead, youll who never rushes to make a judgment. While most salespeople swear theyre a solution to everything for everyone, youll show that you take a prescriptive approach. 3) Ask, Would it be okay if I asked you some questions to determine whether I can actually help you? This critical question flips the entire interaction on its head. Instead of your prospect grilling you while you perform, youll be the one asking the questions -- with their permission. This relieves any pressure to pitch your product or service, instead letting you focus on fully understanding whether theres a fit. 4) Prompt them by saying, Tell me about the biggest challenge youre facing right now.

This simple prompt allows you to engage your prospect on the real issues theyre facing. At this point, your conversation is no longer about your offering and is instead centered around what the other person hopes to accomplish. This is how to -- and its radically different from the typical conversation that begins with the challenge, Why should I do business with you? To get more insight into improving your sales approach, take this. Originally published August 10 2017, updated August 10 2017 Whether itds a mistake or an opportunity, one of the most common failings I see in working with start-up companies is lack of differentiation. Too often, companies get caught-up in their ability to produce something and overlook the realities in their market and competitive landscape. Just because you can be in business doesndt mean you should. Its amazing how much capital investment can be burned by companies with no compelling reason to exist.

An interesting question many start-up companies never fully ask or honestly answer of themselves is: Why should a prospective customer choose our solution as opposed to our top three competitors? Why should a customer choose to do business with me as opposed to my competition? What is the compelling reason to do business with my company? If you candt come up with and live by a sincere, honest, no BS answer to those three questions"? Vyou have little chance of being successful in your chosen business. If you can answer those three questions honestly and have a tangible answer that customers will acknowledge"? Vyoudre well on your way to financial success. offers a of 17 mistakes start-up companies make, as well as five tips to get your business in order. Itds a good list and gives you plenty to think about and be aware of. Mistakes 12 and 13 are favorites of mine"? Vread, heed, and enjoy!

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