Ask Why To Build Momentum
When I’m working as a sales coach I will often help clients understand the difference between Problems and Implications. Implications are the answer to the question, “Why is that a problem”. People pay to remedy implications not problems.
Yesterday I was in a workshop on Negotiating. The leader taught us about the difference between Positions and Interests. Positions are the opinions [attitudes, beliefs etc.] that others have. Interests answer the question, “Why do you take that position?” When you understand another’s Interests you can negotiate with them better.
This ‘Why’ idea works in one other way. When someone Offers you something like a price or a deal you can ask, “Why is that your offer?” soliciting information about the Rationale for the offer. When you know the Rationale you can respond more effectively.
Let me know if you have any more of these constructs where asking Why provides more critical information.
