Ask this question

When you are speaking to a prospect for the first time and you are qualifying the opportunity by asking questions you sometimes don’t get anything back that helps you understand why they want to buy.
 

The prospect doesn’t seem to have a strong reason to buy and you start to think why the hell are you sitting in front of them wasting your precious time.
 

It could be a few reasons why they aren’t giving you any strong reason to buy
They may be going through the motions as they might have already decided to buy off a competitor but they need to get three quotations.They may not be convinced you can help them
 

Whatever it is you have got to find a strong reason why they should buy and to do this you have to find what’s most important to them. Once you find out what is really important to them you can focus on delivering to their need.
 

So when you struggling to find out anything of value please ask this question
“What would the impact be if you didn’t buy anything and just did nothing?”
This will flush out their main reason to buy and most importantly how important it is to them.
 

This question has been of great benefit to me over the years and I want you to give it a go as you will be surprised how effective it is.