I Don’t Care How You Work

I don’t care how my computer works, I care that I can create email, write books, and calculate my finances.

I don’t care how medicine works, I care that it can improve my health.

I don’t care how my phone works, I care that it can help me reach people personally.

Executives don’t care how you work, they care about their own condition being improved. (Only HR will care how you work, and HR is irrelevant.)

What exactly are you presenting to prospects in your conversation, meetings, collateral, and examples? Is it what you do, or how they improve? I’ve never bought an expensive car and asked about engine displacement or the distance a piston travels. I want to know how fast I’ll be able to accelerate or how comfortable I’ll be.

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