This episode is a rebroadcast of one of the most popular Mindset Monday episodes (#74).

"They may forget what you said - but they will never forget how you made them feel" – Maya Angelou.

Seth Godin's famous 'drill bit' is analogy is all about zooming out.

About zooming out and not stopping until you get to the true source of your prospect's motivation.

That means shifting your focus past what you're selling, past the immediate need, even past the apparent reason for that need.

You keep drilling each deeper with each "why" until you hit the true motivating force for your buyer: how they want to feel.

By understanding exactly how your prospect wants to feel, and why, you are going to be better positioned to give them the right experience.

And let you be the best you can be.

Connect with Luigi on LinkedIn.

**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.

#147 Mindset Monday - How Many Times Do You Ask 'Why'? 05:39 Share

How to Sell Podcast: Make How You Sell, Why You Win

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#147 Mindset Monday - How Many Times Do You Ask 'Why'?