What if you could say something that could cause your prospect to voluntarily surrender his or her dominant buying motive the majority of times this one phrase is used. And what if (in the process) you could find a phrase that would automatically allow you to develop excellent rapport based on true empathy.

By now you may be thinking these are some kind of trick questions. Surely, nothing that good could exist – let alone sound so simple to use?

It does exist and I’ll be sharing it with you in a moment. But first you need to understand some of the fundamentals related to it. No one product can ever be sold purely for the merchandise itself. The product will only be acceptable to the prospect if it does certain things that are of benefit to the prospect. Every product, in fact, has a determined use for the end user. All that is left is to how best to determine the prospects principal or dominant buying motive – and once that is achieved – the rest is relatively simple.

So, what is that unique phrase that opens so many doors and gets results when other techniques fail?

Now, if you appreciate the key to the sale is primarily the prospects needs and wants, and it’s the dominant buying motive that confirms why the product or service is wanted. To get that answer to both of these is that the salesperson only needs to ask – “Why is this important to you?” – It’s as simple as that.

The second is a 10 WORD PHRASE

This next phrase works equally as well whether the seller is verifying information or working at gathering more vital information. The only requirement here is whenever you apply this technique, it is extremely important that you tell your prospects the benefits of answering your questions as honestly as possible. The technique used here is – “Do you mind if I ask you a few questions?”