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What's In It For Me Business Articles | August 31, 2003
What's In It For Me by Bob ... all heard the term "sell the sizzle, not the steak". Well, if you're selling ... you had better pay ... to the ... In today's market Tennessee Titans Jerseys For Sale , your po


What's In It For Me
by Bob Osgoodby

We've all heard the term "sell the sizzle, not the steak". Well, if you're selling anything, you had better pay attention to the "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 the "nuts and bolts" of your product or offer are important, that is not normally what gets someone's initial interest and makes the sale.

People don't buy products or services. They buy benefits. If you are selling an opportunity Titans Jerseys For Sale , 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 the 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 the 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 Cheap Tennessee Titans Jerseys , you know - like the "hanging chad" problem in Florida during the last presidential election. While we didn't have that problem, we were dealing with the same technology. We were having pressure put on us to add even more applications, and it just wasn't possible with the 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 the 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 the hardware, and the "bits and bytes" involved. He said simply "you can do the job that is now taking three days without the "temp" help in about an hour". And, he continued, "you can do your daily work and the additional applications you want within your normal working day".

What was he doing? He was solving our problem. He didn't even mention disk storage Cheap Titans Jerseys , or printer speed, he simply told us the benefits of what a computer from his company could do for us. That salesperson got the order, and we have been dealing with them ever since.

If you are doing business, or trying to, you must gear your program to meet the needs of your prospects. If you're selling a product, most people don't really care about how. Cheap Jerseys Cheap Jerseys China Cheap Jerseys Free Shipping Cheap Soccer Jerseys Cheap NHL Hoodies Cheap NFL Hoodies Cheap College Hats Cheap College Shirts Cheap Basketball Hats Cheap NBA Hats