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