The Five Most Important Letters In Sales

Most people immediately start talking about what you can do for them or how great their product or service is. That always turns people away, it's annoying, and truth be told nobody cares about you or your product. 

They care about themselves and what you or your product can do for THEM. (WIIFM) What Is In It For ME? 

If you pay attention you can see it with almost every social interaction, in business when an employee does not understand why a certain task is important or how it benefits them they usually don't do a great job. They need to understand the WHY, it makes them feel part of the team. 

How to get people to listen to you

The next time you want someone to listen to you, stop and think, what will listening to me do for them? 

Put yourself in their shoes and make them the center of the conversation.  If you can adopt this mindset I can almost guarantee you that they will listen. 

How Does This Help Me Sell Or Get What I Want

You are probably thinking, this sounds good and all but how does it help me, What's In It For Me? 

Well, the good news is, that people are inclined to reciprocate a good deed if you help them first. 

You reap what you sew. It's the law of reciprocity, very rarely will you do something nice for people and not have them want to reciprocate in some way. Highlight them and their wins and they will resonate more with you and your message. 

Making The Sale

Always remember when you are speaking to someone, they are only listening to WIIFM, what's in it for ME. You need to explain to the listener how your product or service will help them, and what value will they receive for giving you their compressed time “MONEY”.

And if you cannot, well you have some thinking to do, you need to come up with a way to provide them value, then they actually sell themselves, you just write down the order.