Sales Leadership with Jim Pancero
Sales Leadership with Jim Pancero
Are your reps successfully utilizing ‘WIIFM’s’ in their selling messaging?
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There's an old 1950s selling concept called “WIIFM’s.” It was a simple acronym that stands for “What's in it for me?”
A salesperson explains to a buyer their product is so great because it has an extended handle. The buyer’s first thought will likely be “So what?” Selling to the “WIIFM’s” is rephrasing that statement instead focusing on how the benefits to your buyer having an extended handle will resolve or improve for them… answering “What’s In It for Me?”
We need to shift our selling focus away from talking about our product features and instead focus on our customer’s needs and the benefits they're going to receive when they buy from us.
This is a great exercise for your next sales meeting. Take one of the main products you sell and have your team identify all of the “WIIFM” they could explain to their buyer.
Today’s video talks about “WIIFM’s” and how, instead of pushing your product features, you explain the “What’s In It For Me?” buyer’s benefits so you can sell even more!
Are your sales reps selling to your customers whiffs? Hi, I'm Jim Pancero, helping you and your team be more effective in selling today. And there's an old concept really came out around the 1950s that was called whiffams. Wiffams is a simple acronym that just stands for what's in it for me. So the idea of a salesperson saying this is a great product because it has an extended handle. The customer's first thought is so what? what's in it for me. So the idea of sales training evolved to saying we need to sell to a customer's whiffs. We need to identify what's the most important things to them about what we're talking about and then to make sure we present them. This is a key concept of selling because it shifts the focus from being on us and our products to focusing on customers, their needs, and the benefits they're going to receive. So, a great exercise with a sales manager working with their sales team is to take whatever products or services that you're selling and start asking, "What's the whiffs? What's in it for me, the buyer?" Because the more we can focus on that, the more we're likely to sell.