As consumers, each of us has a question that we need answering when making a buying decision. Picture each of your customers with a text bubble above their head with the following questions:
What – what do I need to do?
Who – Who else is using your product and service?
How – How is this going to get done?
Why – Why are you the best solution for me?
Knowing their style of decision- making allows you to create and align your selling message to that of each of your potential customers.