“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?
Secret #29: 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.
We’re excited to announce our 2014 QBS Fall Boot Camp! If you would like to renew your focus on increasing your own sales effectiveness, or give your entire sales team an unfair advantage over the competition, join us on October 2 – 3, 2014.
The program will be facilitated by five-time best-selling author Tom Freese.
The learning environment will be highly interactive, with participants from a variety of industries including technology, financial services, healthcare, consulting, insurance, real estate, manufacturing, advertising, hospitality, and retail, and feedback from previous QBS Summit events has been “off the charts.”
With limited seating, reserve your seats early since we are expecting a full house. You might also want to bring extra pencils and a stack of writing pads for note taking.
“Tom! I wanted to thank you for an amazing training two weeks ago-my head is still spinning from all of the great info. I met with our Regional Manager yesterday and he wants you to train the rest of our team. You will be hearing from us very soon…” -Liz B., Michigan…your newest QBS groupie!