What’s in it for me?
That’s a really simple idea but when you contemplate the question, it becomes more and more understandable. First, apply the question to what you do. How about the things you buy? Would you buy anything if it didn’t answer this most basic of questions? Probably not.
Sometimes we all simply miss the most obvious of questions. This includes me. I’ve missed obvious points. This one I don’t recall ever missing. But, when I write a sales plan I first want to identify ALL the stakeholders? What’s their role? Why are they even in the deal? What is it that keeps them in the deal? What do they hope to realize from the deal?
All of those questions are versions of what’s in it for me but still need to be answered. If you can answer the question in all its various forms you’ll find that selling is very easy. In fact, you’ll find you very seldom have to do any sort of hard close. The close will usually happen as an answer to some sort of assumptive statement.
Again, this is just a thought . . .