Simon Senek popularised the whole concept of begin with your why. Why your organization exists. Why you do what you do etc.
But you know what? I don’t generally give a toss about your why. I’m selfish. I care about what you can do for me. The results you’ll get me. What you’ll do and how you’ll go about it.
And value for money, time and effort expended.
Here’s the reality: You can’t “sell” anything to anyone who doesn’t have a problem they want solved. Your job is to connect your product to the outcome they desire.
Unfortunately, many businesses get it wrong – they list features without understanding what matters to the buyer.
To get it right, focus on two things:
- Talk only about benefits that matter to your prospect.
- Tie those benefits to emotions.
How do you know what they care about? Ask them.
Talk to your current and past clients and ask them what they really care about and why. What was the problem they were trying to solve. What results were they looking for.
As people buy on emotion and justify with logic, you’re looking for both logical and emotional buying reasons.
What else could you sell them to improve results? Look for patterns.
When working with clients, this is one of the first areas we explore. I personally interview their current and past clients to get market and sales intelligence. Where they could improve. What additional services could be added.
Why me? I’m an expert interviewer – and get to the heart of what’s going on.
If you’d like to improve your sales results, knowing that you’re hitting the mark with your prospects and clients – contact me and we’ll start the ball rolling.
Now’s a great time to do this – coming up to December so you get a head start in 2025.
Contact me on 0414 913 334.
