Sellers are often confronted by this issue in sales calls, along with some others like "Why should I buy for you or your company?" or "what makes you different?". In fact, as noted in my last post, which has probably spent much time in the "Product Knowledge U" learn exactly how to answer these questions. In fact, responding to questions like these usually end up putting you on the defensive and will not give you the advantage that you are expecting.

Think about this for a minute ... if you respond to that question that immediately sounds like all the sales people who have come before and those that follow. In answering the question of creating "equality" and the belief in the mind of the possibility that you are like everyone else. You should also consider that everything you say will be considered "meat sales" and is often heard with skepticism and a "Oh, of course," point of view.

Obviously, there are many different situations in which this question can be asked. Is today the purchase of this product from someone else. Is this a product they have purchased in the past, or is a product that has never bought? Knowing what the situation is in will help you determine the best way to proceed. Instead of answering the question, you might want to say "I would be happy to tell you, but I have curiosity, is a product that has been used in the past or are you buying today?". Your answer will be a valuable piece of information that we can plan our next question.

If you are using or have had previous experience, it would make much more sense to know what they have used in the past. If you're looking to make a change, "they would like to see different?" This is a question that would lead to information that begin to form our offer, or to identify who are not what they want. Remember too, if not purchased or have not used before, giving away their information can make a shopping list that will allow them to compare with the competition and "good" offer.

Not always, but often the best answer to a question is another question. By not answering the question, but asked for more:

"There was something I was hoping it would be better?", O

"If we could offer something different or better what were you expecting?"

These questions ends with the possibility of finding exactly what you're looking for and can create their response based on the feedback we receive.

It takes a little courage and emotional control to respond in this way but you will find it a completely different light to their perspective. Allow to answer "what makes you better and get better information to help you make more sales!