14 THINGS YOUR PROSPECT DOESN'T CARE ABOUT

OCT. 21, 2010                 by Don Cooper, The Sales Heretic™

Too many salespeople, professionals and business owners are way too in love with themselves and their products and services. As a result, they spend far too much time throughout the sales process talking about things the prospect doesn’t remotely care about.


It wastes your time and theirs, leaving everyone annoyed, frustrated and cursing each other under their breath.

The simple fact is, your prospect doesn’t care about:

1. Your product

2. Your service

3. Your processes

4. Your research

5. Your people

6. The history of your company

7. The size of your company

8. Your mission statement

9. Your marketing materials

10. Your awards

11. Your quota

12. Your commission

13. Your profit margin

14. You


What do prospects care about?

1. Themselves

2. Their family

3. Their friends

4. Their pets

5. Their company

6. Their job

7. Their causes

Get it?

Good.

If you want to increase your sales, stop focusing on the things prospects don’t care about and start focusing on the things they do care about. Everybody will be a lot happier.