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I was a with a client in Silicon Valley last week — a well-known, publicly traded maker of consumer electronics — and we were working on “The Why Question.”
Why should people buy your product or service?
Supporting questions: How will they be better off after using your product or experiencing your service? How will you improve their life or work? What’s in it for them?
Here’s a big clue: It’s not your speeds and specifications. It’s not your system, process, or methodology. It’s the real-world, emotional, life or work improvement that you create.
Market that. Everything else is more for your benefit than the customer’s or prospect’s.
Action Question: What’s your answer to The Why Question?
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This is the question that we should ask ourselves before we go out and sell our product/services. As sales people, we should go beyond what we offer but how can we change their business because of our products.
Thank you for sharing this article. Really helpful.