Every sales person (and business professional) knows the acronym WIIFM -- What's In It For Me. Sometimes, unfortunately, I think we have become great practitioners of that mantra --- and that's what does us in, both in how we connect and bring value to our customers, and in the result we actually produce.
While every sales person is driven by accomplishing their goals, making the number, we can only achieve success by focusing on our customer. Only when we truly ask the question "What's In It For Them" can we know what the customer values and how we can fulfill their requirements.
I think WIIFM is important, to be honest, it drives all our behavior. However, it is only meaningful when we have answered WIIFT. Without this we don't achieve our goals---more importantly our customers don't achieve theirs, or they achieve them with someone else.
While every sales person is driven by accomplishing their goals, making the number, we can only achieve success by focusing on our customer. Only when we truly ask the question "What's In It For Them" can we know what the customer values and how we can fulfill their requirements.
I think WIIFM is important, to be honest, it drives all our behavior. However, it is only meaningful when we have answered WIIFT. Without this we don't achieve our goals---more importantly our customers don't achieve theirs, or they achieve them with someone else.
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