WIIFTWhat's in It for Them
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References in periodicals archive ?
Too often, businesses focus on the WIIFM (What's In It For Me) and not enough focus on WIIFT (What's In It For Them).
Think about “what's in it for them” (WIIFT) and what you're asking from them in terms of their time and resources.
A collaborative sales process using the WIIFT sales system, Tribal Types - learning the customs and language buyers prefer with sellers, Goal Planning, utilizing the Quick Prep Tool, Success Drivers and a Sales Survey.