Why do you do what you do?
I know it seems like a simple question, but it's one many salespeople never truly ask themselves. Why do you sell what you sell?
Obviously, you want to make money for your family, build financial security, and achieve your goals. But that's not why you sell your particular product. You could sell anything to make money – so why this?
Salespeople who can authentically share their "why" consistently outperform those who can't.
The Simon Sinek Principle:
As Simon Sinek brilliantly explains in "Start With Why," people connect emotionally first. When you really think about why you sell what you sell, there's likely a core mission that will resonate with your customers.
The Emotional Decision Process:
Here's how buyers really make decisions:
- Emotional Connection: Do I like and trust this person?
- Logical Evaluation: Does this make sense financially?
- Rational Justification: How do I explain this decision to others?
Finding Your Why:
Surface Level: "I sell insurance to make money" Deeper Why: "I sell insurance because I've seen families devastated by unexpected loss, and I believe everyone deserves financial protection"
Surface Level: "I sell software to hit my quota" Deeper Why: "I sell software because I've watched small businesses struggle with inefficiency, and I believe technology should empower, not complicate"
The Connection Advantage:
When you share a genuine "why" that connects with your customer's values or experiences, you've moved beyond vendor-client to trusted advisor. You're no longer selling a product – you're sharing a mission.
The Implementation Strategy:
Discover Your Why: What problem does your product solve that you genuinely care about? Craft Your Story: How did you discover this mission? Share Authentically: Weave your why into conversations naturally Connect to Their Why: Find common ground in your shared purposes
Your Why-Discovery Challenge:
This week, before your next sales conversation, ask yourself: "Beyond making money, why do I believe in what I'm selling?" Then share that authentic reason with your prospect.
Remember: People buy from people they connect with emotionally, then justify with logic.
Comment HELP if you're struggling to connect with prospects and want to learn how to discover and share your authentic why.
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