I don't give a toss...

I don't give a toss...

Simon Senek popularised the whole concept of begin with your why.? Why your organization exists.? Why you do what you do etc.


But you know what?? I don’t generally give a toss about your why. ?I’m selfish.? I care about what you can do for me.? The results you’ll get me.? What you’ll do and how you’ll go about it.

And value for money, time and effort expended.

Here’s the reality: You can't "sell" anything to anyone who doesn’t have a problem they want solved. Your job is to connect your product to the outcome they desire.

Unfortunately, many businesses get it wrong - they list features without understanding what matters to the buyer.

To get it right, focus on two things:

  1. Talk only about benefits that matter to your prospect.
  2. Tie those benefits to emotions.

How do you know what they care about? Ask them.

Talk to your current and past clients and ask them what they really care about and why.? What was the problem they were trying to solve.? What results were they looking for.

As people buy on emotion and justify with logic, you’re looking for both logical and emotional buying reasons.

What else could you sell them to improve results? Look for patterns.?

When working with clients, this is one of the first areas we explore.? I personally interview their current and past clients to get market and sales intelligence.? Where they could improve.? What additional services could be added.

Why me?? I’m an expert interviewer – and get to the heart of what’s going on.

If you’d like to improve your sales results, knowing that you’re hitting the mark with your prospects and clients – contact me and we’ll start the ball rolling.

Now’s a great time to do this – coming up to December so you get a head start in 2025.

Contact me on 0414 913 334.

Rashid.

P.S. Access a range of free resources which help you attract, engage and convert new clients. Click Here.

E: [email protected]

W: https://revealedresources.com

Linkedin: https://au.linkedin.com/in/rashidkotwal

Youtube: https://www.youtube.com/@RashidKotwal

Russell King

| Supporting Australian Manufacturing | Markforged Additive Manufacturing NSW Center of Excellence | Investing in the next Generation of tradespeople |People Centric leadership

4 个月

I'm with Simon Sinek on this topic, If you driven by the what then wont all relationships be transactional?

回复
Nigel van Reyk

Business Coach | Management Consultant | Advisory Board Facilitator | Business Transformation | Non-Executive Director

4 个月

Interesting perspective Rashid.

回复

要查看或添加评论,请登录

Rashid Kotwal的更多文章

  • Being shown the door?

    Being shown the door?

    Something I’ve seen all too often is deals fall over due to a conflict of agendas. It generally goes something like…

    1 条评论
  • Are you selling ice to Eskimos?

    Are you selling ice to Eskimos?

    A concept I stress with clients who want to predictably grow sales is “Who you target is more important than the…

  • My goal for you!

    My goal for you!

    I have a big goal, which is to help as many business owners as possible create personal wealth both by increasing what…

  • Pain vs Gain - uncovering buyer motivation

    Pain vs Gain - uncovering buyer motivation

    In sales, pain is a far stronger motivator than aspiration. That’s why most salespeople are trained to uncover pain…

    1 条评论
  • Take charge - or else!

    Take charge - or else!

    Your clients come to you for your insights. You need to demonstrate you understand the root cause of their problems –…

    8 条评论
  • Defining your business vision for 2025

    Defining your business vision for 2025

    At the start of every year, I recommend our clients revisit and communicate their business purpose and vision to their…

  • Why Speed Matters: The 60-Second Rule for Sales Teams

    Why Speed Matters: The 60-Second Rule for Sales Teams

    You’ve had a sales enquiry. On average, how long does it take you to respond? In the age of AI I ran a query through…

  • Ghost Busters

    Ghost Busters

    There’s a simple truth in sales. People buy when they’re ready, not when you need to make the sale.

  • Are personal agendas killing your deals?

    Are personal agendas killing your deals?

    You’ve had a number of sales conversations. Everything looks good.

  • 2 Factors all sales rely on

    2 Factors all sales rely on

    Welcome to Sales Insights – where we share strategies to help you attract, engage, convert and retain high value…

社区洞察

其他会员也浏览了