“I go fishing up in Maine every summer,” Dale Carnegie wrote in the mid 1930s. “Personally, I am very fond of strawberries and cream, but I find that for some strange reason, fish prefer worms. So when I go fishing, I don’t think about what I want. I think about what they want. I don’t bait the hook with strawberries and cream. Rather, I dangle a worm, or a grasshopper, in front of the fish saying, ‘Wouldn’t you like to have that?’”
This story prompted me to ask, why not use the same common sense when fishing for customers?
If you want to motivate other people, it’s more important to think about what they want, rather than what you want.
To succeed in sales, we have to motivate potential buyers to “want to” take action. But we also have to recognize that different people are motivated differently. While some people are motivated to run fast toward Gold Medals, many others will run even faster from German Shepherds.
By position benefits in a way that motivates both, you can potentially double the perceived value of your product or service, which significantly increases your probability of success in making a sale.