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The Magic Sales Question

By Mike Coday •  Updated: 03/29/21 •  2 min read

Is There 1 Magic Question?

There’s a great sales truth hidden in the old Verizon commercial, “Can you hear me now?”

That little guy in the Verizon jumpsuit traveled all over the country asking the same question over and over again.

“Can you hear me now?” quickly became an American pop culture catch phrase joining the immortal ranks of “Where’s the beef?” and “I’ve fallen and I can’t get up!”

In hindsight it is easy to see that Verizon was so successful with those commercials because they were subtly driving home the answer to the most important question a consumer had when it was time to choose a cellular provider…

Hidden Fears

Namely, “If I lock myself in to a contract with this company, and spend big money on a new phone, what use is it if the person on the other line can’t hear me?”

That one single, brilliant point in the form of a question resonated with the public and drove Verizon to new heights of revenue and name recognition. It relieved the hidden fear most people had about choosing a cell phone provider in an entertaining way. As we know, the commercial was kinda funny, but Verizon wasn’t joking. They were serious.

It’s no surprise that Verizon made a lot of money with that commercial… exactly what happens when you answer the most important question related to what you’re selling. If you can figure out that 1 Magic Question, you’ll make more money, get more customers, and quickly become the market leader.

Wouldn’t it be great if there was one single, brilliant point that resonated with the mass majority of people buying new roofs?

Imagine what it would be like to ask one magical question and immediately make more money, get more customers, and quickly become the market leader.

That would be amazing, wouldn’t it?

Too bad there isn’t one.

Or is there?

Peace,
Mike

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Mike Coday

Mike started selling roofs in '95 while working as a youth pastor at a small church in North Texas. A decade later he transitioned to speaking at industry conferences and training outside sales teams. Today, he works exclusively as the premier consultant to roofing company owners who are driven for growth.