Why is the most important question to ask when searching for a prospects pain. However asking why five times is an extremely annoying thing that children often do, though five whys can also be funny.
In sales, however, asking why must be done intelligently. Depending on the situation you can ask why in different ways, sometimes you don’t even have to use the word. “Why is” is always a good way to show that you understand whats going on, but that you can tell there is something more to the issue. If you have an inkling of what the why you are looking for is you can directly ask a who or what question. This is all about using specific language, so they know you have been listening. Although, be cautious with any inferences you make. Assuming can look offensive or arrogant depending of how far you infer or what the topic is. Finally, know when to stop saying why. When the child is asking why it eventually get to the answer “Because I told you so.” You do not want a prospect to answer a questions right after they have told you the root of the pain with “I just told you why.”
BoweryJE22
I think using the phrase “why is” is a good strategy. It helps you get to the root of the problem and lets the prospect know you are listening at the same time- and might clarify any potential mistakes or assumptions.
using why can be a very good tactic both from the customer side and the sales side. it gets into a deeper place of the sale and can both help and hurt the sale.