This Question Will Make You Better At Sales | Selling Made Simple

Want to get better at selling in two seconds? Easy peasy. Ask potential buyers, “What's stopping you solving this problem for yourself?”  You’ll eliminate objections AND set yourself up for an easier close with just one phrase. But hold on—asking the question is only half the battle. To get the right effect, you need to know how to get to the point of asking it. That’s where the real magic happens and that’s what we’re covering in this video. Now, buyers often give objections because they think they can solve whatever problem they have by themselves. They don’t need your help. So why would they buy your solution? But the truth of the matter is, if they could solve their problem on their own, wouldn’t they have done it by now? Instead, something’s missing. Something’s holding them back from solving their own pain points. This, my friends, is what’s known as leverage. If you can get prospects to realize they can’t do it on their own, you’re in a fantastic selling position. AND you’ve also eliminated a slew of sales objections that you would’ve had to deal with later on. But before you can drop this bombshell of a sales question, you’ve got to start by… 1. Properly Qualifying a Prospect Lead qualification is one of the greatest challenges for sales reps. HubSpot found that 34%, over one-third, of reps said lead qualification is the biggest obstacle to hitting their numbers. With the right leads, closing is easier. Prospects are more enthusiastic. And the chances of a busted deal are far slimmer. Now, there are plenty of acronyms for qualifying frameworks out there. Each more complicated and confusing than the last. But when you get down to brass tacks, each focuses on three major questions: * What Do They Want? * What’s Stopping Them From Achieving This? * Can We Help Them Get There? That’s it. Three questions. But how do you get that information out of prospects in the first place? The Selling Made Simple Academy’s Diagnose Framework does a fantastic job of guiding you through how to get those answers. This eight-step model includes everything you need to ask on a discovery call. And whether you’ve gotten a verbal commitment that’ll lock buyers into the deal. The info you learn through this framework ensures you’ll only be working with qualified prospects that are itching to buy. Once you’ve done that, THEN it’s time to move on to step two… 2. Popping The Question The most common objection most reps face is that buyers think they can solve their own business issues themselves. It’s especially common among small to medium-sized businesses because they believe they can save some serious dough by handling it themselves. Once we’ve qualified the prospect, the best way around this objection is to ask them to their face… “You know the issue, you know where you want to go, what’s stopping you from solving this yourself?” The prospect will look you blankly in the face and say one of three things is holding them back… * Time * Expertise * Motivation It all comes down to one or more of those three. That’s it. What’s important here isn’t necessarily that you know which of these three is stopping them. Though as we’ll see in the next step, that knowledge is incredibly useful in closing later on. Instead, the magic here is that the buyer admits they need help. They’re making the need real. Because they’ve stopped, thought about it, and said out loud why they can’t do it themselves. That shift in mindset is powerful. It turns you from a greedy salesperson into someone who’s offering real, true value. You instantly change from a predator—somebody trying to steal their money—to an asset that can solve their problem. And that my friends is huge. So,