In what little sales I have done, my trainers taught me to avoid asking "Why not?" for 1 clear, psychological reason: It predisposes the customer to think of objections & focus on the negatives aspects of the purchase. Instead, they taught to ask positively leading questions the lead to a series of positive attitudes toward the product / service. Instead of "why not buy?", ask "do u see the value this offers to your business / life?"
In what little sales I have done, my trainers taught me to avoid asking "Why not?" for 1 clear, psychological reason: It predisposes the customer to think of objections & focus on the negatives aspects of the purchase. Instead, they taught to ask positively leading questions the lead to a series of positive attitudes toward the product / service. Instead of "why not buy?", ask "do u see the value this offers to your business / life?"