Your prospect is always thinking: me, me, me
This is normal. You do it too when you’re buying stuff.
So, as a seller, be thinking: them, them, them
It’s tempting to talk about:
- you
- your services
- your solutions
You can with one small caveat – do it in the context of why this matters to them.
Them, them, them.
No one cares that you have the best flux capacitor.
What they care about is will your flux capacitor solve their problem.
Here’s a few example of focusing on them, them, them:
- This flux capacitor allows you to mitigate time travel fatigue.
- You have the freedom to adjust capacity with this flux unit.
- Rather than most units, which only fit a Delorean, this fits perfectly with your Toyota.
See the difference?
Them, them, them.