3 keys to identifying what motivates

We live in a time when understanding what makes people tick is essential. Human understand is the one key factor that can determine success in a sales profession. We have moved beyond the closing skills and manipulation techniques of the past. Our times demand that sales professionals have a deep understanding of what motivates people.Since birth this generation has been bombarded with every kind of marketing and sales technique known to man. Knowing what motivates them is far more important than trying to impose some slick closing technique or some fancy marketing campaign. Here are some of the ways you can discover what motivates people to buy.Just because you have an appointment with te business owner does not mean he is in the frame of mind to consider your offering. An appointment is not a buying signal. You must touch him in some way that motivates him to consider your offering. If you fail to do so, you'll make a great presentation and get no money. You'll wonder what happened. You'll go back to your office and think he will buy later. All the while failing to recognize that he didn't buy because you failed to address those thing that motivate him.Identifying The 3 Keys What moved them to start the business in the first place?If you know what moved someone to start their business in the first place and you can tap into that you can motivate them to consider your offering. What moved them to start that business in the first place wasn't so they could buy your goods/services. They had a reason for taking that risk and it wasn't so they could do business with you. Know the reason and you are on your way. If they provide some special service to others, and you can show them how your offering can make that service easier to access you've made it easier for them to consider your offering. If he manufactures some kind of product, show him how to get to market faster and you'll motivate him to consider your offering. Speak his language and you will get access to purchasing power.
How does this business owner handle his employees?
During difficult economic times an employer must consider how he handles his employees. Slow economies demand higher productivity from existing employees. Labor cost are always the highest cost of production. So increasing productivity without increasing cost is the difference in a slow economy. How that employer handles his employees is an important factor in knowing his motivation.

Maybe your offering will make some aspect of the employees daily task easier, safer, or more enjoyable. Maybe it will help the employee to be more effecient or proficient in their labor. Maybe it is something that will bring employee recognization in the workplace. Whatever it is, if it touches employees in this economy and increases their productivity it will motivate the business owner to consider your offering.
How does this business owner take his product tomarket?
Understanding how the business goes to market with their goods/services will make a hugh difference in understanding how to motivate them to consider your offering. His business model is important to him. Understand his model and you can use it to motivate him to consider your offering. I was with a rep in a training situation recently when we were stood up for an appointment. The office manager apologized and said, "We don't do business that way. We treat people with respect..." Now I know their business model. I should use that knowledge in my next encounter with the business owners. Their business model motivates them...use it to your advantage.


Armed with this knowledge of the business owner you are now in a much better position to target your offering toward his motivations. Your presentations will lead to more closes when you address his motivations. Your success will lead to a life time client.

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