Start With Your Why – The Power of Because

• Your why shouldn’t be “because it’s my job”  
  • Why do you do this job?
  • What motivates you?
• Talk in stories, why are you recommending what you are for their pet?  
  • Needs to make sense TO THEM
  • Requires that you know the risks and products
• Without a why story, clients don’t know why they’re doing what they’re doing  
  • Remember your personal stories
  • Examples of previous cases go a long way

Discussion:

Why we make recommendations and what recommendations we make. You need to be okay making recommendations and believe you are doing this for the right reasons.

How do you use a “why story” when making recommendations?

What “why stories” do you tell?