Motivation & Emotion

Everybody is motivated by something. It’s to have something they want; dreams, hopes, peace of mind, a sense well-being or happiness. Or to avoid something they don’t; unhappiness, loss, sadness, pain, worry or stress.

As a salesman, your job is to find what motivates the prospect and show him how your product or service can help him get what he wants or avoid what he doesn’t.

Motivation is conceptually related to the word emotion. Both words are both activated internally by intuition or instinct rather than intellect.

And both can be traced back to the same root as follows:

MOTIVATION or motive comes from the Latin emovēre, meaning to move.

EMOTION: comes from the Latin motivus, or movēre, meaning to move.

Anything that motivates or inspires a customer also activates their emotion, both of which create a strong impulse to move into action.

Once you find what motivates them, show them how you can help them get it, and their emotions will spur them into action.

Now, that’s doing it the easy way, isn’t it?

Daniel Jacobs, 2018

You’re Not Charging Enough

Some people were taught from an early age that “you get what you pay for,” or “a higher price equals higher quality.” Trying to get them to buy a priceless diamond for $50, will fail, because they “already know” that anything that cheap is worthless or a scam.

To them, cutting your price is NOT a selling advantage because they believe “cheaper = poorer quality.” They evaluate quality with only one thing: PRICE.

To such people RAISING your prices means that you and your product or service are considered more valuable and of higher quality.

Remember this the next time you are deciding on what to charge for your products or services. The results might surprise you.

Daniel Jacobs, 2018

Are You Listening? Really?

Are you sure you’ve heard everything they’ve got to say? Chances are pretty good that you haven’t.

There is a great temptation to jump in and correct or propose a solution to an objection even before you hear everything the customer has to say. Even if your answer is correct, they will resist it.

Why? Because you didn’t hear him out; you cut him off, leaving him stuck with unsaid resentments. He’s got no other choice but to resist you and say no to whatever solution you’re offering, even if it might work.

Never forget: he’s the buyer. If anything concerns him, it’s valid. Ignore it at your peril.

Daniel Jacobs, 2018

Credo For Success

Are you promoting what customers WANT to buy or what you NEED to sell? Offering only what you hope they will buy is no different than relying on luck.

A better method is to remember that everybody is seeking their version of happiness which is different for everyone. If you can determine what people want and find a way to help them to get it, you are well on your way toward ensuring that your products or services are always in demand.

In my opinion, discovering what people want and helping them get it, is as close as you can get to a credo for success.

Daniel Jacobs, 2018

“I’ll Get Back To You”

“I’ll think it over and get back to you.” It’s the favorite avoidance tactic of most customers. But what are they trying to avoid?

Is it merely the anxiety or worry about making any decision at all? Or, could it be that what you’re selling is NOT what they WANT? If this is the case, you’ve only got yourself to blame.

You didn’t take the time to find out WHY the prospect is talking to you in the first place, WHAT their purposes are for buying, and what they WANT.

The key to offering a customer what THEY want is to discover their motivations for buying.

Too often salespeople start talking about all the features and advantages of what they’re selling before they even know why and what the prospect is looking for.

Instead of just selling what you’ve got, why not first find out what they really want? Doesn’t it seem like this approach could eliminate most of the problems in closing the deal?

It’s certainly worth a try, isn’t it?

Daniel Jacobs, 2018

Censured for Communicating?

Have you ever been criticized for trying to do your best in some creative activity, and then quit trying? I know I have, or at least came close to it.

It came from my first band director, (a psycho) when I was a newbie trumpet player said,

“You’ll never be a trumpeter.” But, I decided, “‘f*ck him! What does he know? I’ll prove him wrong.” And I went on to have a successful career as a pro trumpeter on the world stage for 50 years and I’m still active.

There is a lesson to be learned here: If you stop doing what you want to do for fear of being criticized, you’re not being true to yourself, are you?

The key is to always be true to yourself. Never let the opinions or evaluations of others stop you from communicating your own truth through your art.

I’ve adopted the policy of never believing my reviews whether bad or good and instead, just being true to myself and it’s served me in good stead.

Try it, I think you’ll like it.

Daniel Jacobs, 2018

Objective vs. Subjective

Features and advantages are visible, OBJECTIVE, and external.

Benefits are invisible, internal, SUBJECTIVE, and incidentally, the most important.

When the prospect can visualize how your product or service can satisfy his own personal interests, you have hit the sweet spot of what motivates them to buy. The benefit you are offering has become real to them.

It’s time for you to stop selling, start closing and seal the deal.

Daniel Jacobs, 2018