A short YouTube sales-advice clip ("Why now?" by Eric Deeran) that recommends a single practical tactic for discovery calls: ask prospects "Why now?" to force them to articulate the urgency and thereby increase their commitment to buying content. The speaker frames this as a simple phrasing to use during discovery that makes the client sell the timing to themselves.
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.
