What's In It For Me?

This is the question a prospect is asking the salesman, or anyone proposing an offer. Most sales/proposing people miss the other person's point of view: "If I do what you are asking, what do I get?"
"When do I get it?" "Who says I will get it".
This is from the movie "The Tender Trap" starring Frank Sinatra, Debbie Reynolds, and David Wayne..