Watching television commercials is sooooo 1990’s. With DVR’s in the majority of households today we tend to skip through such annoyances. But when you find yourself in that rare situation where you have to sit through an advertisement (during the Super Bowl, perhaps?) you’ll notice something important about the products being highlighted: the products oftentimes are not highlighted at all.
Watch the restaurant commercial and see where the real focus is: on patrons laughing and enjoying a good time. Watch a Nike commercial and you won’t see a demonstration of the shoe; you’ll see people doing amazing things while wearing the shoe. Check out the car commercial and you’ll notice the smug satisfaction of the driver.
Advertisers understand a very important principle: the product isn’t about the product – it’s about how the product or service improves the user’s life.
What about you? Are you selling a product, or are you selling a better life? Take some time today to consider how to apply that lesson to your own sales presentation. It will go a long way towards changing someone’s world!