When customers articulate the payoff of getting their needs met, they begin selling themselves rather than being sold to
When you ask the right questions and a customer puts the value of getting their needs met into their own words, something shifts — they stop being a passive recipient of your pitch and start actively persuading themselves. The articulation of the payoff is the self-selling mechanism.
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- Teaching12:55
Need-Payoff Questions That Let Buyers Sell Themselves
When customers articulate the payoff of getting their needs met, they begin selling themselves rather than being sold to