Start with Why

How many times you have heard a sales pitch start like this: “Hi, our company is named X. We are the leading company in this field. You can see from these figures that we are far better than anyone else. Here you can see some of our work. Isn’t it great. Here are some more products. Our technology is advanced. Here is a case also with a reference. Now what do you think? Are you interested?"

I would share the view Simon Sinek - the author behind the “Start with Why” - has that the described way of presenting and communicating is still how most of sales, marketing and leadership is communicated. And it is boring.

It is quite easy path to pitch of course; Tell what you do and how you are the best in what you do.

But here is a newsflash which many of us in sales know but often do not follow; No one cares about your product. It is not the product or service your clients need. It is also not what they buy. They are buying something else. What you do is just proof of what you believe in.

As stated in my opening post about My Themes, there is a story how I stumbled into this video and how it changed my (sales) life: https://www.youtube.com/watch?v=Jeg3lIK8lro&t=16s

I will share you more learnings and examples related in the later posts.

Let me know what you think? What are you pitching? Are you pitching your product or something else? Do you use the Golden Circle? Do you think anyone ever needs a drill? What are people buying?