Gee RanasinhaKEXINO · Better marketing for B2B businesses | Fellow of the Chartered Institute of Marketing | Adjunct marketing professor | Speaker | Recovering perfectionist

CUSTOMERS BUY YOUR STORY BEFORE YOUR PRODUCT! | MARKETING MYTHBUSTERS #business #entrepreneur

Name: CUSTOMERS BUY YOUR STORY BEFORE YOUR PRODUCT! | MARKETING MYTHBUSTERS #business #entrepreneur
Uploaded: 2025-06-30T11:30:03+00:00
Duration: 59 s
Channel: Gee Ranasinha
Description: Your story matters more than your product. Most companies pitch features instead of what customers actually need. Test every claim by asking

30 Jun 2025 · 1 min

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Your story matters more than your product. Most companies pitch features instead of what customers actually need. Test every claim by asking

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An important weapon in your sales armoury, after having an awesome product of course, is your story. A compelling, client-focused story helps differentiate the business in the minds of the prospective buyer. Sadly, most businesses don't have an effective story. They lack a uniform, coherent narrative that can be expressed by everyone in the organisation. The most important thing to know about your sales story is that it's about your customers rather than you. Buyers aren't interested in you or your product. They're interested in what you can do for them. So how do you build a strong sales story? Well, firstly, it needs to pass the "So what?" test. Listen to a sales rep on a cold call, and every time they make a statement, ask yourself, "So what?" You'll quickly begin to see how self-focused most information is and how little real meaning it has for the customer.

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