Sales Basic:WIFM

Let's break down the qualities we discussed in last week's post. Truly great sales people, one-percenters, understand being client focused. What does that mean? It means you have to visualize every single person you meet has a giant tattoo across their foreheads. Tattoo? Yes, you read correctly. All of you have the letters "WIFM" tattoed across your forehead. As a one-percenter, I have to make sure everything a share with you about my product is focused on what it means to you. WIFM:What's in it for me? That is simply all any client cares about. You can waste a client's time by describing all the features of your product. What are the benefits for THAT client? Let me give you an example. I was anxious to buy a new car a few years ago. I visited my local BMW dealer. My requirements for a car are simple: it must be safe, go fast and look pretty. (Not necessarily in that order!) I was so upfront and clear with the salesman about these needs. He insisted on opening the hood of the care and sharing with me all the details of the German engineered engine. I could care less! Did the car go fast? I have no idea if all that engineering helped. I quickly left! He just never understood the simple premise of keeping the focus on my WIFM as a car buyer. You may care about German engineering; his pitch might have been perfect for you. Not me!At every point in the sales process, you must keep focused on the WIFM of the client! Happy Sales to You!