What’s in it for the customer? That’s an important way to look at the road to the sale. However, Cory suggests looking at it from the perspective of what’s in it for you.
I’d 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 thing? 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 you’re operating at, whether you’re maximized and 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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