Why exactly do you think you need this?

I see hundreds of founders struggling to make their first sales. Too many of them make the same mistake.

They want the customer to buy from them.

Please don’t do that! Instead of trying to convince your client, make them convince you that they really need your product!

As counter-intuitive as it seems, this approach serves quite a few purposes:

1. If they don’t need your product, you’ll learn about it. 
2. You'll be able to improve the product or target a different customer segment as a result.
3. You won’t have an unhappy customer.
4. You’ll know why they really need your product and will use this info in your marketing and future sales.
5. The customer will persuade themselves far better than you could.

Challenge your client’s intention to buy from you.

Just asking, 

"Why exactly do you think you need this?"

helps me and lots of founders I’ve been working with build better products and serve happy customers.