The power of why?

If you have children, the question you will have heard most is "Why?" Children instinctively understand that it a) forces a response, and b) puts the person being asked on defense. When they get the answer, what is the next thing they ask? Yes, you've got it. They ask "Why?" again.

I have a slightly different question for those of you who sell art. My question is simple. "Why aren't you asking why more?" Why are you afraid of it? What is the worst that could happen if you say to a prospect who is just about to walk away forever, "If you don't mind me asking, why aren't you buying the piece that you so obviously love?" For those who think that's going too far, or it's too direct, why do you think that is so? Let me backtrack a little here. In the first place, I've defused the question by saying, "If you don't mind me asking," which, incidentally, are the six most powerful words in sales. I've followed that with a closing question designed to elicit the real and final objection.

It's absolutely true, and quite possible that the prospect will ignore the question and leave, which they were about to do anyway, or they can respond. If the former, you've lost nothing; if the latter, you have another opportunity to close the sale.

Don't be afraid of asking why. If parenting young children has taught you nothing, it is the power of that question, and of persistence, because they don't stop with asking why? once.

#artsales