WIIFM?

 

Oftentimes, when we’re trying to persuade or influence someone, we tend to focus on what we can offer. But we also have to think about what they really want.

  • “WIIFM - What’s in it for me?”
  • “Why should I listen to you?”
  • “Why should I take the time to watch your sales video?”

You have to tell the reasons why they should choose you instead of every other consultant out there. You have to give them a product benefit that can solve his problems. If you’re selling a house, you have to show them how this house can make them happy, how it can help their kids in various aspects of their lives as they grew up. You have to attached your product to an emotional benefit. What’s in it for the customer or client? Find out what it is and tell them about it. Action

Guide: 1  

Look at your last rejection. Whether in business, your job, your relationship or your craft. Look back at your last rejection and ask if you gave them enough reasons to say yes to your request. Did you give them the main benefits of the product? Did you ask what the market really wants? Write the answers down on a piece of paper and write what you can do next time to avoid the same rejection.

Show Energy

Showing energy doesn’t mean you’re always speaking loudly and being animated. It’s an art form in itself. It’s about the way you talk, the way you use your body and the way you use your voice. People like to communicate with someone who’s very aware of the situation. If he’s in a happy setting, he will be more animated. He will speak a little louder than usual and he will smile more. On the other hand, if he’s on a sad setting, he’ll know when to shut up and when to speak. He’ll know the tone of his voice and he’ll know how loud or how soft he should speak. This is what we call “controlled energy.” It’s about knowing how to react on a certain environment and situation. Action

Guide: 1

The way you act on a specific situation matters. Sometimes, these actions will be pretty obvious. For some, they will still wonder why everything got awkward on a funeral, where they made an inappropriate joke at an inappropriate time. So just be aware of situations you are in and act accordingly. Don’t just show energy, show the right energy.