Short transcript excerpt advising salespeople to ask prospects 'Why now?' during discovery calls to create urgency and prompt clients to justify immediate investment in content. The speaker recommends using this question to have clients sell themselves on timing.
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.
