What's In It For Me by Bob OsgoodbyWe've all heard
term "sell sizzle, not steak". Well, if you're selling anything, you had better pay attention to "sizzle". In today's market, your potential prospects have one thing in mind. "What's in it for me", and if you're into sales, you must realize this. While "nuts and bolts" of your product or offer are important, that is not normally what gets someone's initial interest and makes sale.
People don't buy products or services. They buy benefits. If you are selling an opportunity, people want to know realistically how much they can make. Promises of hundreds of thousands of dollars a month will usually fall on deaf ears. Why, because it is not realistic. You do have to point up benefits someone will receive however, but if you make outlandish claims, they will simply "click away".
Let me digress - years ago I was running a data processing center and we were only running limited applications. We then had a job added to our responsibilities, which resulted in about three additional days of work, for three people once a month. Not having staff to do this job, in addition to our daily work, we had to hire temporary help.
A look back - we were dealing with "punched card technology" then, you know - like "hanging chad" problem in Florida during last presidential election. While we didn't have that problem, we were dealing with same technology. We were having pressure put on us to add even more applications, and it just wasn't possible with constraints of our current hardware and staff.
We started to shop around for a computer, and a number of companies were contacted. One salesman extolled virtues of his hardware, and we didn't have a clue as to what he was talking about.
Another salesperson didn't try to sell us on hardware, and "bits and bytes" involved. He said simply "you can do job that is now taking three days without "temp" help in about an hour". And, he continued, "you can do your daily work and additional applications you want within your normal working day".
