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    The Progress Coaching Blog

    WIFT: "What's In It For Them"?

    August 31, 2012 Posted by : Tim Hagen
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                When most consumers go out to shop, they have a particular product in mind. For example, they might not know what brand they want, but they know that they need a washing machine. Some salespeople see that the customer needs a new machine, but they do not ask the right questions. Instead, they try to sell the most expensive product that the store has, but this can only lead to trouble.

                A customer’s needs should be the first thing that you find out as a sales person. From there the most important question you can ask when trying to sell a particular product is, “What’s in it for them?” Why would this particular brand be the best option for the consumer? Use the product’s features, attributes and benefits to provide a response

                Once you’ve provided the detailed information and made sure that the customer’s needs were met, you can give yourself a pat on the back because you’re about to see your sales progress.

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    About Author

    Tim Hagen
    Tim Hagen

    Tim Hagen founded Progress Coaching, a Training Reinforcement Partner Company, in 1997. His entrepreneurial career began in college leading to positions in sales, sales management, and sales training for small and large corporations, and eventually ownership of several training companies. Tim is often a keynote speaker at companies teaching the value of coaching and conversations in the workplace. He possesses a unique combination of hands-on experience, academics, and innovative insight to solve the industry’s most common challenges specific to workplace performance. Tim holds a bachelor’s degree in Adult Education and Training from the University of Wisconsin, Milwaukee.

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