” I try to always think about what is the “so what”, are the what’s in it for me factor for the prospective customer as well.” – Jacquelyn Nicholson on today’s Tip 207
So What? What’s in it for the person you’re selling to?
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Scott Ingram: You’re listening to the Daily Sales Tips Podcast and I’m your host, Scott Ingram. Today I thought we’d continue the theme that I started off on Sunday talking about how we need to consider the buyer’s experience in tip 204. Then yesterday Jason in some ways extended that idea in tip 206 with his ideas around prospecting with cohesive messaging. This clip from my conversation with Jacquelyn Nicholson, way back in episode 8 of the Sales Success Stories podcast, does a nice job of bringing it all together.
Jacquelyn Nicholson: And then the last thing for me comes from the genesis of my career where I wasn’t always selling. Before this, I used to be the person sitting across from you, Mr. Seller, to buy something. And for me, it came down to something I call “so what”. So I would sit there and I would listen to these vendors coming in to talk to me endlessly and it was really to the point where I was sitting there you know as they blathered on and on and on about how fantastic their product or their service was and I was thinking. So what? Do you even know what I do? Do you even know what’s important to me? And so for me, I find that that’s a really a deadly mistake that sales professionals can make is going on and on. And so I try to always think about what is the “so what”, are the what’s in it for me factor for the prospective customer as well.
Scott Ingram: If you want more from Jacquelyn you’ve got several options. You can listen to our original interview. You can join the listener list at DailySales.Tips and get access to the video of her presentation at last year’s Sales Success Summit titled: Standing on the Shoulders of Giants: Coaches, Mentors and You OR you can pick up a copy of the Sales Success Stories book and read the three stories she contributed to that. Links to all of those and more are available for you at DailySales.Tips/207 where you’re always welcome to leave a comment and share your thoughts.
Thanks for listening. Be sure to come back tomorrow for another great sales tip!