Why are some organizations more successful than others, despite being no more qualified than the competition?
Why are some leaders able to inspire when others are not, despite having no “special” attributes?
Simon Sinek seeks to explain the WHY in his lecture, Start With Why: How Great Leaders Inspire Action.
What: Every organization and every leader knows what they do.
How: Some organizations and leaders know how they do what they do is better than the competition. For example: our computer is user friendly, our car gets great gas mileage, etc.
Why: Very few organizations and leaders know WHY they do what they do.
And no, profit is not a why. It is a result. The why is a purpose, a cause, or a belief. The why has to do with why your organization exists? You do not exist to turn a profit. If you do, your business might not be around very long.
Pursuing a result is a recipe for failure; it is what drives businesses into the ground. Pursuing a belief is what drives businesses to succeed, despite the odds. It is what drives prospects to you.
“People don’t buy what you do, they buy why you do it,” said Sinek. “The goal is not to do business with everybody who needs what you have; the goal is to do business with people who believe what you believe.”
The WHY of Sales
The why, the belief, is the reason a prospect buys your product or service. And everyone’s why is different. Because of this, there is no one size fits all sales solution. The key to sales success is to understand your prospects why and respect that belief throughout the entire buying process. This is how you foster long, happy client relationships.
“They know you ‘get’ them,” said Springboard CEO Karin Schwartz. “They trust you; they believe in you.”
If you have any questions about Business Development, please contact Springboard Business Development by calling 410-832-7560 or click here today!
Located in Baltimore, Maryland, Springboard offers outsourced sales solutions for businesses in the professional services arena. Our approach to business development makes it easy to find new clients without the financial burden of an in-house business developer.
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