What do you do when a prospect asks you to explain to them why they should buy from you?
If you follow a non-persuasive sales method like High Probability Selling, you would avoid getting drawn into that kind of a conversation.
Jacques Werth taught his students to say, “I’m not here to convince you,” and then get right back to the question of whether the prospect wants what is being offered, or not. He might also say something like, “That’s not the way I work.“
However, if the prospect has already said that they want the sort of thing you are offering, then it might be better to respond with the question, “What matters to you?” And then, only address the things that matter to the prospect. Keep it short and simple. You either provide those things, or you don’t.
And then you ask, “What do you want to do?“
Author
“How can I convince you that convincing doesn’t work?” – Jacques Werth