The key to involving buyers is making conversations WiifT-focused. WiifT — pronounced “wif-it” – is What’s in it for Them.

Why? You’ve got their attention, involvement, and commitment because you’re talking about what is most important–Them!

Sales Pro Insider President Nancy Bleeke’s book, Conversations That Sell: Collaborate with Buyers and Make Every Conversation Count, describes WIIFT this way:

“The WIIFT sales system guides you toward a greater probability of success in every conversation, allowing you to:

• Ensure success with consistent and conscious actions.
• Replicate it over and over in all situations, with minor adjustments.
• Diagnose gaps in stalled sales or troublesome situations, allowing you to close the gap and advance the sale.”

Collaborative selling is easy when you apply this systematic framework that allows you to build trust, prove your service or product works, showcase your credibility, and communicate the value you bring without coming across as a boastful know-it-all who intimidates or makes your buyers feel stupid.

Produce Results With a Systematic Framework

The anchor to a productive WIIFT conversation is preparation. Here’s a tongue twister to stress the power of prep: Proper Preparation Promotes Powerful Performance.

Does preparation really matter? In Nancy’s controlled studies, sales people who have the discipline to prepare for sales presentations (and to review their preparation prior to the actual conversation) have a (minimum) 17% increase in sales.

Think about that for a moment —

How can you put all of this together to create better results for you, your company, and your prospects? Nancy has created a free, three-part mini-course with specific ideas you can implement each day to help you sell better in less time with less effort. (More on that below.)

Here’s what one of Nancy’s clients — a financial advisor named Shawn Tydlaska –said publicly about the impact Nancy had on his sales:

After implementing Nancy’s suggestions, Shawn’s conversion rate skyrocketed to 75%…in just eight weeks.

Shawn, like thousands of others, realized that he needed to adjust his focus to leverage the time, money, and energy spent on getting leads by converting them to paying clients. He then had more time to spend on where he really gives value…advising his clients!