Today’s tip is from Jacquelyn Nicholson and it’s about the questions you must ask yourself when pitching your product or service to your prospective buyers.
What’s the “so what for your prospect”? What’s the “so what for the person on the other end of the call you’re going to make today or the meeting you’re going to have today”?
Join the conversation below and share your thoughts!
Scott Ingram: You’re listening to the daily sales tips podcast and I’m your host, Scott Ingram. Today’s tip is a clip from my interview with Jacqueline Nicholson, way back in Episode 8 of the Sales Success Stories podcast. Here’s what she had to say:
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 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?” or the “what’s in it for me?” factor for the prospective customer as well.
Scott Ingram: I love this insight so much. First, because Jacqueline had the experience and knows what it feels like to be a buyer, but even more because of what the question is likely to prompt you to come up with. What’s the “so what for your prospect”? What’s the “so what for the person on the other end of the call you’re going to make today or the meeting you’re going to have today? Ask yourself that question and see what you come up with. And that’s our question for today. Ask yourself the “so what” question on behalf of your prospect and let us know what you come up with. You can join the conversation at DailySales.Tips/29 then come back tomorrow for some travel tips from Casey Grandoff.