A short sales training clip advising salespeople to ask prospects a simple question—"Why now?"—during discovery calls. The tactic is intended to make clients articulate urgency and effectively sell themselves on proceeding with content creation immediately rather than postponing.
So here's what to say to get clients bought into buying your content. So when you're in the sales call with them, simply ask them, why now? So why do you want to do this right now? So when you're going into your discovery, just simply ask them, well, why is this important for your company to create this content now as opposed to doing it maybe later? Like, why do you want to do it now? And so what that's going to do is it's going to build urgency and they're going to have to sell themselves on why they want to do it now.
