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Think ‘so what?’ before making sales effort

Before you make a presentation to a customer, ask yourself, “So what?” recommends Mark Magnacca, author of So What? How to Communicate What Really Matters to Your Audience. Asking that question will help you keep focused on your customer’s needs, not your own.

“In today’s unpredictable market, prospective buyers are being more careful about their purchases. You must land your key points and answer the ‘so what?’ question with confidence, clarity, and speed if you want to win more work and build new business opportunities,” Magnacca says.

“The reality is that the people you are trying to communicate with and ‘sell’ yourself to don’t really care about what you have to offer,” says Magnacca. “They will only start to care when they know how it will benefit them. If you challenge yourself and constantly apply a ‘so what?’ filter to your thinking, you will catapult over your competitors and realize true success in what you do.”

“So What?” thinking involves putting the needs of your audience first—no matter what the product or service is. According to Magnacca, the “So What?” filter is like polarized lenses that can help business professionals see what others may miss—even if it’s right in front of their eyes.

Source: Insight Development Group,

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