I love sales and sales leadership.  But there have been times when I thought that the term “sales” may be a bit of a misnomer.

Don’t misunderstand my point.  I am very proud of my career in sales.  I had great mentors.  I exercised a solid work ethic and a high level of integrity.  I learned great skills which allowed my success to come.  I did the job well.

But the undeniable truth is that the better my skill set became, the less I had to actually sell anything.

Why do customers buy?

If you think back about your personal buying experiences, why did you buy?  In particular, why did you buy that specific product or service from that specific company?

You may have made your buying decision based on the quality of the product.  But most likely, quality was only part of the equation.

You may have made your decision to own because of your relationship with the person who brought the product or service to your attention.  But that too is probably only a glimpse into the big picture.

Even though there are many factors that may contribute to the process, the real reason that you made your last buying decision was…

(Drum roll, please:  dddddddddddddddddddddddddd)

I have no idea what your reason was 🙂

But you made your decisions based on your reasons.

I found that as my skill set developed, I had a keen ability to get a prospect to verbalize their reasons for wanting something that my product or service could deliver.


When they laid out their reasons for wanting to solve an issue they were dealing with – they were also giving me a road map as to how I could help them the most.

– Jeff C. West


When I provided the value of helping them solve challenges they faced, I never had to sell anything.  All I had to do is ask them if they wanted my help immediately; or in the near future?

How did I get them to buy from me without selling them anything?  By asking the right questions.

We will talk more about that tomorrow.

QUESTION:  How can you add more questions into your sales model?