What is your “why”, but more importantly than that “what’s in it for you, not your customer?” Cory suggests reversing the action to maximize your opportunities on today’s Tip of the Day.
VIDEO TRANSCRIPT:
I’m Cory Mosley and this is your CBT news sales tip of the day. I would like you to get in the frame of mind of reversing the idea of what’s in it for them. See a lot of people train on that concept and rightly so. There’s certainly value to it. What’s in it for your customer? Why should they do the things? Why should they take the actions that you want them to take to walk them down the road to the sale?
However, I want to take a contrarian point of view and tell you there’s a little bit more to it. So I’m challenging you to start to think about the idea of what’s in it for you? Why are you taking this action? What’s your why? Why are you operating at the level that you’re operating at?
Whether you’re maximized or maxing out on your deal or you’re at the halfway mark. Drive yourself and get yourself fired up about why do you do it every day. Is it a spouse? Is it children? Is there somebody banging on the door ready to come get you? But at the end of the day, I want the decision to be, what’s in it for you?
Because when you master what’s in it for you, you’ll then be able to maximize your opportunity and deliver on the promise of what’s in it for them.
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