ACTION 1: EXPLAIN YOUR SOLUTION BY CONNECTING WHATS TO WIIFTS
Your solution presentation is more powerful when you connect the information about your solution to what you learned in the Investigate step, that is, when you connect your solution to their specific POWNs. This connection makes the information both relevant and valuable for Them!
Begin by explaining what your solution has or what it does for them and then connect those details to the benefits or What’s in it for Them. I call these “Whats to WiifTs.” Whats to WiifTs keep your buyers from having to make the feature-to-benefit connection themselves and ensures that they understand the value of your solution. If you only present features of your solution, buyers can get distracted, become ...
Get Conversations That Sell now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
