Now I don't know about you, but when I was growing up my mother always told me the crystal rule, you know the one, 'Do unto others as you would have them do unto you or as what she used to say, " Treat others the way you'd like to be treated".
Now this is a pretty simple rule that most sales organizations and sales people understand, and it is getting used regularly.
This is good right?
So WII FM, think of it as a radio station or a frequency that all your salespeople need to be communicating, they need to be communicating in the frequency of the customer. What 's in it for them? What needs are you meeting of theirs? What problems are you talking about? Are you using their language? Are you in it for the sale, which is your concern on your frequency, or you are involved to help them, which is their concern o their frequency.
Now many people claim to know this, everyone talk about it, but I'm still seeing sales people everyday who aren't talking on the WII FM, frequency for their customer, and the reason is simple, reps like the tuning to their own station, it's just the way they are sales reps often have a strong sense of themselves and the gift of the gab; but your customers won't care about your frequency, they don't care about your problems about your needs for sales, they will tune out.