Ask yourself Quote by Mike Weinberg
““I encourage you to try the “so what” test. Listen to another salesperson on the phone attempting to earn an appointment with a tough prospect. Or accompany a rep on sales call. Every time the salesperson makes a statement, simply ask yourself, “So what?” It’s very convincing when we begin to realize how much of what we regularly say is self-focused drivel that has no real meaning to the customer.””
About This Quote
Use the “so what” test to strip away self‑focused filler in sales pitches, focusing on real customer value.
In simple terms: Ask “so what?” to eliminate irrelevant talk.
Key Takeaway
Prioritize customer relevance in communication.
Themes
sales
communication
clarity
Mood
critical
analytical
Type
practical
motivational
When to use this quote
- client meetings
- training sessions
Key Concepts
business
coaching
Practical Applications
- practice the “so what” question
Questions to Reflect On
- How often do you catch self‑centered language?
- What impact does this test have on closing rates?
A Different Perspective
Over‑analysis may hinder spontaneity.
