After thousands spent on sales training, one principle stuck: WIIFM, or what's in it for the other person. The speaker shows how reframing every ask around the other person's gain works in three scenarios: pitching yourself as a podcast guest by promising the host more listeners, timing a car negotiation near month-end when the salesman's commission aligns with your request, and handling an angry airline agent by making their job easier.
Chapters
I got some sales training that, you know, my company obviously paid thousands and thousands of dollars for, and I don't remember any of it except for one thing. Wiifm so you guess what that means. W I I fm2 I fm fm I was thinking, what if something, but I'm not sure. Okay, so you got the W. What. What's in it for me? Ah, yeah. So we always know what we want, what's in it for us, but what's in it for me for. For the other person? Why do they need to help you do that thing? And this is how I always get what I want. I. No, no, think about it. I always think at the other end of the table, what's in it for that person? Yeah, like, it's like the prenup. It's a prep. What was in it for your. What's in it for my counseling? Um, what's in it for. You know, I'll talk about you. I know that you have, you know, a very, very successful podcast, but what's in it for you interviewing me? You want a lot of people to listen to this. You want to get those, you know, chartable numbers up. You want to be up the ranks. You want a big social splash. You want all of these things. And I position myself in a certain way to make those things happen. If I go to the car dealership, I'm like, okay, it's the end of the month. It's the end of October. I'm gonna go, I'm gonna ask for the floor mats. I'm gonna do all of these things. But I'm like, but what's in it for that guy? That guy's getting a commission because it's the end of the month and they need to make their number. They want to hit their quota. They want to get the kicker, and they get paid upon delivery. So I'm gonna go four days before the end of the month. I'm gonna have to buy, you know, an as is car on the lot. But I think about what's in it for them. That's cool. When I'm at a gate and my flight's been delayed and I'm mad and I'm angry. I'm like, this gate agent wants to kill me. She does not like me. She doesn't want to help me. What can I say that is going to make her want to help me? So maybe it's, hey, I know.
