You Customers Don’t Care About You or Your Product

Neuro Linguistic Programming (NLP) arms us with the language tools to develop our skills at making our products and services (sound, feel or look) interesting. Unfortunately, it’s easy to get caught up in what do I say versus what do I ask so I can learn what they want most out of what I’m selling.

What matters to your customers? Answer: Not what you are selling.

What matters to them is what your product or service will do for them. That’s it. What’s in it for them.

Does it matter how long your company has been in business? No. Unless you can tie it to a reason that is compelling enough for them to benefit from the company longevity (or brevity).

Does it matter if you are bigger or smaller (or more or less experienced) than your competitor? No. Unless you you can wrap it around how it impacts them in a way that contributes to why they’d buy your product.

question-mark1a In sales we sometimes mistake our primary role for presenting, packaging, and telling our story. This is only because we forgot to remember it’s about asking questions, the right questions to figure out which benefit is most important to your prospect.

The next time you are in front of your customer, remember to say something similar to: “One of the things my customers have found is really helpful in prioritizing what’s most important is to ask you to complete the following sentence regarding this product/service.” “All I really care about is _______________________.”

Another way to say it: “Let me ask you one more questions to help prioritize your needs. In terms of why you are buying this product/service, how would you complete this sentence: “All I really care about is _________________________.”

Your customers will thank you for it. And you’ll know what to focus your presentation on.

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