“When you dig deep enough into the heart, you’ll find what truly motivates the customer in front of you.” – Shari Levitin in today’s Tip 1233
Do you ask questions and uncover what truly motivates your customers?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Shari Levitin. Shari is a wickedly funny sales guru, who helps sales teams bridge the gap between beating quota and selling with an authentic, heartfelt approach. LinkedIn recognized her as a Top Ten Voice in Sales and Salesforce distinguished her as a Top 20 Global Sales Expert. Here she is:
Shari Levitin: Every human being is motivated emotionally. We know this to be true. Research shows that we make decisions based on our motions, and we justify it with logic. In fact, when parts of the brain are removed in the prefrontal cortex, humans can’t even decide the most basic thing, like if they want a chicken taco or a salad. We can’t decide without using the emotional part of our brain. And we’re all motivated by emotional motivators. And I believe there are seven emotional motivators that cause anybody to do anything.
Your job as a seller is to ask those hard questions after you ask the skin and bone and to uncover what those unique emotional motivators of your clients are. Is it they want to spend more time with their family? Is it that they want to grow and learn? Is it that they want to have adventure? Is it that they want to leave a legacy? Is it that they need peace of mind and stress reduction?
Today, a big one is security. A lot of people say, Oh, well, I sell financial services. So really, at the end of the day, people just want to save money. I will challenge that because if you were to ask that same customer the question, what would you do with the money you save? Well, I’d invest it. And then what? Well, and then I’d have more money when I’m older. And then what? Take really nice vacations or I’d buy that cabin in the woods. Why spend more quality time with my grandkids?
When you dig deep enough into the heart, you’ll find what truly motivates the customer in front of you. Because at the end of the day, we’re all motivated by heart motivators.
Scott Ingram: If you want more tips on this changing buying/selling environment. Book a call with Shari and her team to discuss customized group sessions. We’ll have links for you to do that at DailySales.Tips/1233.
Once you’ve done that. Be sure to come back tomorrow for another great sales tip. Thanks for listening!