No matter what industry you’re in, you’ve 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 they’re great: “Our company is the best, our service is outstanding, we’ve 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 isn’t true. Read on to learn how you can switch up your approach, dominate the competition, and capture your prospects’ attention when they ask, “Why should I do business with you?”
Source - Read More at: blog.hubspot.com
Fantastic article that highlights the wisdom of flipping roles between a sales person and the potential customer. By switching things up and rather than immediately going into your sales pitch, by first insisting on qualifying the buyer, in order to verify that you truly understand their pain points and can honestly deliver a solution, puts you miles ahead of your competition.