Captain’s log, stardate 20201122
Have you ever noticed that the words “want” and “need” are often used synonymously?
“I need to lose thirty pounds!”
“I want to lose thirty pounds!”
The first one might convey a little more urgency but the sentiment is the same.
But now imagine walking up to a random person in the grocery store and saying the same thing, but about them instead of you:
“You need to lose thirty pounds!”
“You want to lose thirty pounds!”
Big difference, right?
The first one is just plain rude, and the second one doesn’t even make sense.
Here’s the thing...
Your prospective clients are strangers.
Telling them what you think they need is just plain rude.
And telling them what they want doesn’t even make sense.
Your job in the sales interview is to find out what they really want, which is what The Why Conversation is designed to do.