WIIFM stands for What’s In It For Me? That’s another question all your customers will be asking when they are involved in a sales discussion with you. They may not utter the words but you can be certain that the question is in their minds. Be sure, therefore, that you answer the question - using their language and not yours.
If you do a good enough job of answering the WIIFM question they will buy from you - no question!
(The up-coming post for Wednesday 28/1 is Four sales traps to avoid. It's about four important points that some salespeople overlook - contributing to lost sales.)
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