{"id":2522,"date":"2016-05-10T12:38:33","date_gmt":"2016-05-10T12:38:33","guid":{"rendered":"http:\/\/gccwebsites.com\/startupsales\/?p=2522"},"modified":"2016-05-10T12:38:33","modified_gmt":"2016-05-10T12:38:33","slug":"how-to-ask-the-question-why","status":"publish","type":"post","link":"https:\/\/gccwebsites.com\/startupsales\/how-to-ask-the-question-why\/","title":{"rendered":"How to ask the question Why?"},"content":{"rendered":"

“Why?” may be the most common interrogative in modern speech. From the day they learn to speak, children are asking “why?” In the hands of a wary sales person, asking “Why?” in the right way may just be the key to getting through to the customer and identifying the real problem at hand. IDEO offers a process to ask the right forms of the question why and how to use it to your advantage without appearing annoying.\u00a0In following the process, being by asking \u201cWhy?\u201d, and in response to each reply, ask another why. For example,<\/p>\n

    \n
  1. Why are the sales lagging?<\/li>\n
  2. Why do you think that is the case?<\/li>\n
  3. What is the root of it?<\/li>\n
  4. There must be something behind that?<\/li>\n
  5. Who do they blame for this?<\/li>\n<\/ol>\n

    While all of these questions involve asking why, they are phrased in way that gets closer and closer to the core issue and as a result will uncover more about the prospect and his true needs and issues. Asking the right questions can be the difference between making a successful sales call and facing defeat. However, sometimes the most simple question \u201cWhy?\u201d is the best of all.<\/p>\n","protected":false},"excerpt":{"rendered":"

    “Why?” may be the most common interrogative in modern speech. From the day they learn to speak, children are asking “why?” In the hands of a wary sales person, asking “Why?” in the right way may just be the key to getting through to the customer and identifying the real problem at hand. IDEO offers […]<\/p>\n","protected":false},"author":90,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-2522","post","type-post","status-publish","format-standard","hentry","category-uncategorized"],"_links":{"self":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/2522","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/users\/90"}],"replies":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/comments?post=2522"}],"version-history":[{"count":1,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/2522\/revisions"}],"predecessor-version":[{"id":2523,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/2522\/revisions\/2523"}],"wp:attachment":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/media?parent=2522"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/categories?post=2522"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/tags?post=2522"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}