Your prospect is 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 want to talk about you, your services, your solutions, your products. And 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 #1 flux capacitor.
What they care about is will your flux capacitor solve the problem for them.
Here’s the shift – words matter.
NO: We help companies with our flux capacitor to flux better than anyone else.
YES: This flux capacitor enables you (them) to save 3 hours per day.
YES: This flux capacitor allows you (them) to mitigate IT risk easily with the click of a button.
YES: The flux capacitor provides you (them) the freedom to choose your level of capacity.
See the difference?
Them, them, them.