You've heard a million times by now to make your sales About Them. But how do you do that???? Here's one easy (pardon the pun... you'll see!) way how.
Take a look at a recent letter or proposal you wrote. Count how many times you see "I" or "we." Now count how many times you see "you" and "your." If you're like most people, there are ten times more "I's" and "we's" as there are "you's" and "your's." The easy solution is to reverse that. when you write in "I" terms, you are writing about yourself. When you write about "you," well... I think you get the picture.
I say this is easy because the tactic is. The execution is challenging... until you get it... then it's a snap. Just think about what their goals and obstacles are. Write about helping them achieve goals and overcome challenges. Write about what they are looking for not what you are providing.
Succeed at this challenge, and your letters will be read and you will be chosen... because you fulfill needs. When I work in the magazine publishing industry, I tell my clients, people don't want ink on paper. They want what the ink does for them... bring their stores more traffic, improve their reputation, announce a new product, etc. What do your prospects want from you?
Focus on this, and you'll have the winning formula.
Welcome to Stress-Free Selling (TM),
Jenae
If I can help you overcome sales challenges and reach new goals, call or email me.
Jenae@SalesPowerhouse.com
954-476-0067
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