How Not to Sell Your Drill

Your pitch might explain how your drill is different, the different results it produces and why you chose to design your drill the way you did. But it won’t be enough to sell your drill.

How Your Drill Is Different

Your drill might be faster than your competitor’s drill. It might be smaller and lighter. It might have more power. It might last longer than any other drill on the market. It might work in climates where other drills fail. Your drill might use less power, and it might be easier to operate.

Your drill might be a one-of-a-kind marvel of modern engineering and design.

How Your Drill Produces Different Results

Your drill might produce more holes of different sizes than any other drill. It might produce holes that are so finely crafted that the holes from other drills simply cannot compare. And maybe the drill you sell can punch holes through substances that other drills just can’t penetrate.

Your drill might produce dramatically different holes.

Why You Make the Best Drill Ever

The owner of your company may have struggled with other drills and decided to build a better one to help other people make better holes. His father may have been a carpenter, and he may have always dreamed of easing his father’s burden at work. It may be your company’s mission to elevate the craft of woodworking by creating the finest tools on Earth.

The reason you make such a fine drill might speak to the highest values. But none of this is enough to sell your fabulous drill.

Why Does Your Client Need Holes

Your drill has no value unless someone needs holes. In your case, your drill has no value unless someone needs holes of the highest quality. None of the features, benefits, or values above matter otherwise.

Your first job is to find someone who really needs holes, or to teach someone why one of their greatest strategic needs is holes.

Filed under: Dissatisfaction, Sales 3.0, Value

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