Start with Why

If you’ve attended one of my sales trainings or are a regular reader of my blogs, you’ve likely heard me talk about focusing on the “why” and watched Simon Sinek’s TED Talk on “How Great Leaders Inspire Action”. If you can’t determine why someone would feel compelled to purchase from you, how can you expect to present him or her with a compelling value proposition?

An article published in the HubSpot Sales blog titled, “In Sales, Start With Now” resonates with my point. If you can get to the root of the “why” and focus your energy on persuading your prospect why they need your product or service (and leave the “what” and “how” for later), you’ll have a leg up on your competition. Read the full blog here.

For the full TED Talk on “How Great Leaders Inspire Action”, I highly recommend watching this and exploring how to connect the dots for your decision-maker.

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