If you have kids, you'll be able to relate to this.
Child looks up at his mother while she's doing the dishes and asks, "Why are rocks hard?" or "Why is the sky blue?" or "Why is water wet?"
Mom answers, "Because."
"Why?"
"God made it that way."
"Why?"
Now maybe Mom gives a scientific explanation like chemical composition, light refraction or the three states of matter.
"Why?"
etc.
Mom might feel a little irritated, cornered, annoyed or inadequate. Why? She doesn't know "Why what?".
Do you do that to your prospects?
When you ask a prospect, "Why?", what do you mean?
Why did you search Google?
Why did you search inbound marketing vs. internet marketing?
Why that day?
Why was that important enough to start a search?
Why did you end up on our website?
Why did those links attract you?
Why did you skip a question on the form?
Why didn't you start this last year?
Why? Why? Why? Why? Why?
What's my point?
- Sometimes, why is all you need.
- Sometimes, you need to be more specific.
- Sometimes, you need My Best Sales Questions
Practice. Experiment in role plays. Get help if you need it.