In sales, we get a lot of challenging questions from our lead.
But if you categorize it widely, you will end up with 3 most critical questions!!!
1. Why should we change?
2. Why should we choose you?
3. Why should we act now?
The ones who are able to convenience the leads with their answers to the above question, are most like to get the projects.
Let's try to answer the above questions One by One.
𝟭. 𝗪𝗵𝘆 𝗰𝗵𝗮𝗻𝗴𝗲? To answer this you should 1st explain to them about their current situation in the market & their concerning areas? Then you should talk about the outcome if they don't change. Once they agree tell them about the obstacle they will face while changing themselves & at last tell them the cost it will bear them in the process of transformation.
𝟮. 𝗪𝗵𝘆 𝗰𝗵𝗼𝗼𝘀𝗲 𝘆𝗼𝘂? To answer this tell them about your solution options, your unique approach & the benefits of choosing you.
𝟯. 𝗪𝗵𝘆 𝗮𝗰𝘁 𝗻𝗼𝘄? To answer this give them the case studies of the urgencies of the changes in the business process and give them evidence to boost their confidence that they can & should act now.
In short, tell them a story that addresses all the above questions, try not to sell but to build the Client relationship.