Money Maker #13, Having a well thought out, powerful and inspirational response to the question “Why Should I Buy from You?” is one of the keys to professional selling.

In the book, “Sweaty Palms, the Neglected Art of Being Interviewed,” the author, Anthony H. Medley, gives many strategies on how to interview well, but the most important is to have an answer to the question, “Why should we hire you?” He points out that your interviewer may never ask that question directly, but there will always be an opportunity to give your answer to that question. If your answer is powerful and inspirational you will get the job.

The same is true for the response to the question, “Why should I buy from you?” A great answer to this question will overcome many objections. “I don’t need any new suppliers.” “I don’t buy from brokers.” “I’ve already got twenty guys calling me.” These and many other objections can be handled by a well thought out answer to, “Why should I buy from you?” As with the job interview, your potential customers will probably not ask you this question directly, but many of their objections will be overcome with a planned response to this question.

This entry was posted on Friday, February 2nd, 2007 at 8:41 pm and is filed under Publications and other sales subjects. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.