Starting with the Why in Sales: People don’t buy what you do

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The most successful salespeople don’t just sell products—they sell the “why.” With so many options out there, a great product alone isn’t enough; people need to feel a deeper connection and know they’re heard.

Why the “Why” Matters

People don't buy products, they buy solutions to their problems and/or paths towards their aspirations. When selling, lead with why your company exists rather than just focusing on what your product does. Understanding your company’s mission is key—it’s the reason your company exists. Here are a few examples:

• Apple - Innovation and Simplicitysome text
  • Apple’s mission is centered on innovation, creativity, and challenging the status quo. They empower people to express themselves through beautifully designed, simple technology.
• Ikea - Affordability and Practicalitysome text
  • IKEA’s mission is to create a better everyday life for people by offering affordable, well-designed products.
• Google - Access to Information and Empowermentsome text
  • Google’s mission is to organize the world’s information and make it accessible to everyone.
• Nike - Empowerment and Achievementsome text
  • Nike believes in inspiring athletes to push boundaries and achieve greatness.
• SendKits - Helping Salespeople Stand Out in Every Interactionsome text
  • Our mission is to empower salespeople to deliver follow-ups that are clear, organized, and memorable, allowing them to guide customers effortlessly, even when they’re not in the room.

When you’re clear about why you’re selling something, you create an emotional connection that goes beyond just features and benefits.

Finding Your “Why” from Your Customer’s Perspective

Start by understanding the “why” for your customers. Reflect on questions like:

• Why does this product or service matter to my customers?
• How does it make their lives better?
• Why is now the right time for this solution?
• Why is your product the best fit for them?

Communicating your “why” to prospect

When talking with prospects, lead with the “why” instead of jumping straight into product details. For example, instead of saying, “Our product will save you time,” try, “We believe people should spend more time on work that matters—not managing complex systems. That’s why we built [product].”

Our Why at SendKits:

Customers receive the same generic sales process from most vendors. Spammy outbound copy, generic qualification questions, followed by the same templated post demo follow up emails with walls of links they don't want to click through. Let's say they care enough to click through them... they still lose them in a flooded inbox of other emails that look exactly the same.

We're not selling a 'sales room', nobody really cares about what we built.

We're helping sales reps give their buyers a better experience. A different experience. One link that's easy to keep track of, branded just for them and organizes their next steps along with more visually engaging resources. Ultimately what they're buying is a better experience for their customers, making it easier for champions to share with other stakeholders and get to a decision faster.

In addition to that, salespeople also lack visibility into what happens to their content after they send it. By tracking views and clicks we're able to get them a little more context into what's happening when their not in the room.

There's 37 other tools for building websites or sending files... ours is built specifically with these problems in mind for a specific user. Salespeople who need a way to do better follow up.