Thats the question that every seller and company should be asking themselves. Whats in it for this buyer? Whats in it for this prospect? Whats in it for our customers?

Whats in it for Them is a mindset. Its what drives collaboration and value to the buyer and ultimately the seller and company.

If your buyers were direct they would tell you that they want you to make buying your solution easy.

They would tell you that they dont want MORE information and useless chatter they want sales professionals to address their problems, opportunities, wants, and needs efficiently and collaboratively.

And yet most sellers arent sure how to make it about Them or how to collaborate. They are trained to share information on their product, service, company, and, lets face it on themselves!

Product information dumps dont work well sellers need to cut through the extraneous detail and hype and focus their conversations on the relevant information for that buyer and situation.

See the article here:
Sales Training - Sales Pro Insider