Sales and selling is tough. A better understanding of 4W’s & 1H goes a long way in identifying your TG, Decoding the need, providing the solution, closing the sale and ultimately creating a customer for life.

What does 4W’s and 1H stands for: W – Why, W – Who, W – Where, W – What H – How

The 5 questions every B2B salesperson must ask for sales success:

WHY - Why am I selling what am I selling, Why should I believe in my company, product, service, Why should a customer buy my product and not competitors, Why should a customer pay money for my product.

This is the most important W in the entire framework. The WHY defines your belief statement, it outlines your motivation to sell the solution to the customer.

WHO – Who is my customer, what is my Ideal customer profile, what are their pain points, challenges, problems. Along with who to target we also need to be clear on Whom not to target which is equally important as many of the professionals spend time in chasing wrong customers

WHERE – Where can I find my customers, where do they hangout, what are their preferrable channels of communication,

WHAT – What PROBLEM can be solved by me or my product or service, what are their objections, what role does the customer play in the decision making process, what are his best and worst alternative options to your solution, what are your available best and worst options

HOW – How to gain TRUST and demonstrate VALUE, How to reach my customer, how to handle the objections and pain points, how to convey my product value, How to close the deal profitably and successfully.

The HOW defines action and executing the action plan successfully.

Selling is easy, when you know how!

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