Good afternoon all. We hope everyone had a wonderful Mothers Day. Ours was fabulous. Time is on your side, you have to learn the discipline to make the most of the time that you have.
What's in it for me? This is actually the question that everyone ask. It is always in the back of our mind as we make our daily choices to do a thing or not. If you are making a purchase, you make it based on what's in it for you. Better said, what is the benefit to me if I purchase this item or service. Most people don't realize that this is how they think when they are making their choices.
When you decided to apply for the job you currently hold, you evaluated the company,you wanted to know how much they would pay you for your time, you also wanted to know if they had medical & dental benefits,you wanted to know if they had a 401K or any kind of retirement plan. You had other concerns, but we'll use these for the purpose of our lesson.
Those who are in sales want someone to purchase their goods or services; however they often do not consider what's in it for their potential customer. When you don't take this into consideration then you will find yourself not making the sales or income that you desire. I spoke to a young sales woman today, she wanted advice and guidance on prospecting to a cold market. She explained to me what she planned to do based on something she heard someone else say they did. I listened to her and gave my objective opinion.
She actually had already made up her mind to do the cold market selling and wanted me to go along for the ride. I advised her that I would not be doing that and that I thought the strategy was setting her up for unnecessary failure. What she was proposing was setting herself up for more no's than she would be able to handle. I advised her that when she was ready I would gladly show her a system that I know works and I would show her how to do it.
The reason I knew her plan would not work the way she was expecting is that she had not considered the customer. She actually was only considering herself and the outcome she wanted. Every one is open to your service or product, but you first have to show them what's in it for them.
To your success,
DS Woodard
What's in it for me? This is actually the question that everyone ask. It is always in the back of our mind as we make our daily choices to do a thing or not. If you are making a purchase, you make it based on what's in it for you. Better said, what is the benefit to me if I purchase this item or service. Most people don't realize that this is how they think when they are making their choices.
When you decided to apply for the job you currently hold, you evaluated the company,you wanted to know how much they would pay you for your time, you also wanted to know if they had medical & dental benefits,you wanted to know if they had a 401K or any kind of retirement plan. You had other concerns, but we'll use these for the purpose of our lesson.
Those who are in sales want someone to purchase their goods or services; however they often do not consider what's in it for their potential customer. When you don't take this into consideration then you will find yourself not making the sales or income that you desire. I spoke to a young sales woman today, she wanted advice and guidance on prospecting to a cold market. She explained to me what she planned to do based on something she heard someone else say they did. I listened to her and gave my objective opinion.
She actually had already made up her mind to do the cold market selling and wanted me to go along for the ride. I advised her that I would not be doing that and that I thought the strategy was setting her up for unnecessary failure. What she was proposing was setting herself up for more no's than she would be able to handle. I advised her that when she was ready I would gladly show her a system that I know works and I would show her how to do it.
The reason I knew her plan would not work the way she was expecting is that she had not considered the customer. She actually was only considering herself and the outcome she wanted. Every one is open to your service or product, but you first have to show them what's in it for them.
To your success,
DS Woodard
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