43 Reasons to Buy What You’re Selling

Minnesota TimberwolvesI spent Friday afternoon with The Minnesota Timberwolves.

Not the team –my jump shot was never that good.  I spent the afternoon where I really like to be – inside their world-class sales organization.

I’ve talked about the sales and marketing of professional sports on this blog before.  It’s a very competitive environment, where people have to blend sharp sales skills and lots of hustle to win. During our training, one of the top producers in the room volunteered that she had identified “43 reasons why someone might buy what we are selling.” For each of the 43 buying triggers, she had developed a supporting statement of value.

Think she is going to make her number?  I do.

Any sales professional who wants to crush their 2013 performance plan should take a page from her playbook.  She understands why her customers buy (hint: it often isn’t about basketball, wins and losses etc.), and she’s prepared to customize and support every customer with an authentic, differentiated and compelling value proposition that is customized to their unique needs and situation.

She is prepared to help customers have the right Timberwolves experience.

Two questions worth considering:

-Why does someone buy what you are selling? (You might not have 43 reasons, but I bet you can come up with at least five.)
-Why would they benefit by buying it from you? (Assuming other people are selling what you are selling)

Answering those questions will help you get prepared to help customers — and close more sales in 2013.

If you get a chance, check out my T’wolves this year.  Fun to watch!

Ryan Estis & Associates is a training and development organization helping companies, leaders, sellers and individual contributors embrace change and achieve breakthrough performance in the new economy. We offer keynotes, live classroom training and online learning that blends interaction, energy and actionable content designed to elevate performance. Contact us for programming inquiries and assistance determining the curriculum that could best support your learning and development objectives.

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