What’s In It For Me? (WIIFM)

Selling benefits are all about answering this question. Customers always want to know what is in it for them. Why should they do business with you? What will they get out of the deal? A product feature does not answer this question. 

For example: 

A feature of the Sherwood Shelving™ system is that it is custom. 

The benefit of this feature is that it allows you to easily simplify and organize your specific clutter challenges.

When you speak to your prospective customers you should always be thinking in terms of how to answer the WIIFM question. Whether you are addressing them in your advertising or in person, always answer this question for them.

People buy to satisfy their wants and needs. Their desires motivate their buying behaviours.

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