Christian Polk says listing features and benefits when a prospect asks "Why should I go with you?" hands them control and loses the sale. Instead, ask probing questions about their problems and desired outcomes, then customize your pitch to their specific needs so comparison becomes irrelevant.
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"Um, why should I go with you?" Okay, let's break that down. You do not answer that. The wrong answer is, "Well, we do X, Y, and Z better." And then they're just going to say like, "Okay, cool." And then you completely fucked up. You fell right into the frame and then you start dancing for them like a monkey. So you got to understand what this means. It is a trap. You are giving up control. Now you are justifying to them and qualifying to them on why they should buy whatever it is that you're selling for. And you're just hoping something you say clicks in their mind. So here's how you actually handle it. If somebody says that to you, you're going to say like, well, I mean, I'm not really sure. I kind of stay in my lane over here with what I do. So it's really hard to say. It just really comes down to like really what your problems are and what outcomes you want. So what even has you looking for help like in the first place? And then from there, you're going to get to what their actual problems are and then you can actually customize your presentation to how you can actually help them. And once you do that, they're not going to be comparing you because you actually understand what's going on inside their business. You do that, you'll get the sale. Follow for more sales tips.
