And let me ask you this. What’s the one topic that interests all people the most…no matter where they come from, or what their background is?

Themselves. 

So when you are talking to a prospective customer do you “boast” about your company or “toast the customer” and what’s in it for them. In other words use the “what’s in it for me principle – WII-FM“

Successful salespeople know this. They know how to best help a potential customer feel acknowledged. And when people feel acknowledged they are much more likely to buy. 

There’s a secret language in sales and it refers to this … It’s called “What’s In It For Me” or WII-FM for short.

Let me explain …

You see, when people are in buying mode they’re thinking only of themselves (or the person they’re buying the product/service for). All they want to know is what your product is going to do for them.

They don’t want to know how great your company is or how long you’ve been in business.

Instead, they just want to know information that is going to affect them personally for the better or for the worse. That’s where WII-FM comes in. “What’s In It For Me” is about talking in the reader’s language. 

It’s about really tuning into the customer’s language – talk it – breathe it – in everything you do and in everything you say – with everyone you interact with – and watch the impact that it has on your life.

Talking WII-FM will help you really connect with your reader at a deep level. And when you connect with them, they’re receptive to your message and much more likely to buy from you.

The same goes for your advertising, direct mail, web copy, face-to-face selling and all your marketing material. When your sales talks in WII-FM language, your reader is fully engaged and much more likely to respond. 

WII-FM is about grabbing your reader’s attention in such a way that they have been acknowledged and they knows you’re going to impart some information that is of interest to them. 

More specifically:

• What your products are going to do for them

• What the benefits are of the product

• How it will change their lives for the better

• Why they should use your company

Ever been in a conversation with someone who keeps talking about themselves non-stop? On and on and on and on. At first, it’s interesting finding out a little more about them, but after a while it gets as boring as anything. In some cases, enough to send you to sleep.

Has that ever happened to you?

Why was that conversation so boring? Why did it turn you off? People certainly do like to hear about other people, but only to a point. When people continue to speak about themselves for a long period of time, the person they’re speaking “at” often disengages. 

So make sure you are “toasting” the customer by asking them good questions and talking about your product or service in terms of what it will do for them.

WII-FM is something we cover in our award winning workshops.  To make a booking to attend one of our workshops PRE-REGISTER TODAY!