Want to Improve Your Sales Results? Ask This Question

Summary

In this video, Will shares a powerful sales technique to overcome the common 'DIY' objection in B2B sales. By asking prospects why they can't resolve an issue themselves, salespeople can uncover key challenges like lack of time, expertise, or motivation, allowing them to offer tailored solutions. The video emphasizes using customer stories to connect emotionally, build trust, and demonstrate how your solution can bridge the gap between a prospect’s current pain and their desired future. This approach positions the salesperson as a consultant, making the sales process more consultative and effective.

Takeaways

• 😀 Ask prospects why they can't resolve the issue themselves to eliminate sales objections and simplify the closing process.
• 😀 Common sales objection: prospects believe they can solve the problem on their own if they had the time, energy, or resources.
• 😀 If a prospect hasn't solved the problem themselves, something is holding them back—this is key leverage for sales.
• 😀 The question 'Why can't you resolve this yourself?' helps uncover the reason behind their hesitation, such as lack of time, expertise, or motivation.
• 😀 The three common reasons prospects can't solve the problem themselves are: time, expertise, and motivation.
• 😀 Once you understand why the prospect can't solve the problem, you can tailor your pitch to address their specific needs.
• 😀 Use the leverage from their response to demonstrate how your product or service can resolve their issue (e.g., saving time, offering expertise).
• 😀 Storytelling is a powerful tool in sales—use customer stories to highlight how others overcame similar challenges with your solution.
• 😀 Frame the buyer's current reality, the unresolved pain, and the success blockers to create emotional urgency in the prospect.
• 😀 Show prospects the benefits of solving the problem (e.g., more time for valuable activities) to help them visualize a better future.
• 😀 Build a 'reality bridge' by positioning your service as the solution that helps them move from their current pain to their desired outcome, using customer stories as evidence.

Q & A

What is the 'DIY objection' in sales?

The 'DIY objection' occurs when a prospect believes that they can solve the problem themselves, either due to having the time, expertise, or motivation. This objection often arises when a prospect thinks they don't need external help.

How can you overcome the DIY objection in sales?

You can overcome the DIY objection by asking the prospect, 'Why can't you resolve this yourself?' This question helps uncover why the prospect hasn't solved the issue yet—whether it's due to lack of time, expertise, or motivation—and positions your service as a solution.

Why is asking 'Why can't you resolve this yourself?' effective?

This question is effective because it makes the prospect confront their own limitations and admit that they may need help, whether it's from a lack of expertise, time, or motivation. It shifts the dynamic from a salesperson to a consultant offering value.

What are the three common reasons a prospect may give for not solving the issue themselves?

The three common reasons prospects may give are: 1) They don't have the time, 2) They lack the expertise, or 3) They lack the motivation.

How should you respond if a prospect says they don’t have the expertise to solve the problem?

If a prospect says they don't have the expertise, you can assure them that your team will handle the solution for them, positioning your service as the expert they need.

What is the importance of storytelling in sales, according to the script?

Storytelling is important because it taps into deep-seated human instincts for learning and persuasion. By sharing relatable customer stories, you provide social proof that resonates emotionally with the prospect, helping them understand the benefits of taking action.

How do you leverage a customer's story in a sales conversation?

You leverage a customer’s story by illustrating a similar problem they faced and how your solution helped them overcome it. This shows the prospect that others have been in their shoes and benefited from your service, encouraging them to take the next step.

What is the 'reality bridge' in sales?

The 'reality bridge' is a concept where you position your solution as the pathway that helps the prospect move from their current painful situation to their desired future. It's about connecting their current reality to a better future, with your solution as the bridge.

How do you handle a prospect who isn’t motivated to solve the problem themselves?

If a prospect isn't motivated, you can say, 'It doesn't matter if you're motivated or not—let me take this burden off your shoulders.' This shifts the focus from motivation to action, showing them how your service can handle the problem without requiring their motivation.

Why is it essential to highlight the benefits of solving a problem during the sales process?

Highlighting the benefits of solving a problem is crucial because it helps the prospect visualize the positive outcomes of taking action. Whether it's saving time, making money, or achieving goals, showing the benefits makes the solution more attractive and justifies the decision to move forward.