BRX Pro Tip: If I Would, Would You?
Stone Payton : Welcome back to Business RadioX Pro Tips. Stone Payton, Lee Kantor here with you. Lee, you’ve got a phrase that you feel like has some real promise and some real application in the context of a sales conversation. Lay it on us.
Lee Kantor: Yeah, this is a – I sat there. I forgot the blogger who wrote this, but I thought it was a pretty clever question you can ask in sales: if I would, would you?
Lee Kantor: This is how it works. When a prospect raises an objection, whether it’s price, timing, features, whatever they are, most people try to defend it, they try to explain it, they try to negotiate kind of blindly around it. But instead of doing that, turn the conversation into a commitment. You simply ask, if I could solve that issue, would you move forward? Or if I could get that delivered by next week, would you be ready to move ahead?
Lee Kantor: It’s this if I would do this, would you do that? So, are there places in your conversation if you can move into a simple kind of if I would, would you kind of oral contract with your prospect? So, if I could get the monthly price closer to your budget, would that make this a yes for you?
Lee Kantor: What this does is it isolates kind of the real objection. It tells you whether the issue they raise is really and actually a barrier or is that just kind of a delay tactic or a way they’re just trying to kind of say no but not hurt your feelings. But if they do say yes, now you know exactly what needs to happen to close the deal.
Lee Kantor: It’s a simple question. It brings clarity a lot faster instead of kind of trying to guess what their problem is. Just kind of if I would do this, would you do that?
