Lose the Word “Why” in B2B Questions

This is a bonus b2b sales tip today. A fatal flaw in the world of asking questions is to use the word “Why” at the beginning of the question.

I know, you have been using the “Why” questions for years and the “Why” question has been used on you for years. So, what is the reason for losing the word “Why?”

First, let’s look at the background of this word as it used in questions. The primary reason we ask this question is honestly to learn about the reasons for a decision or choice.

Second, the problem comes in the form of the answer. 99% of the time, the answer is only a justification for the choice or decision. This is where the results get off track.

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