“Until we can understand what motivates them, we can’t possibly connect with them.” – Shari Levitin in today’s Tip 1337
Do you understand what 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 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: We are all driven by different motivators. What motivates you is different than what motivates me. What motivates our children, our customers, our coworkers is very different. And until we can understand what motivates them, we can’t possibly connect with them.
I hear a lot of people say, “Oh, he’s money motivated” or, “Oh, they’re investing in this product that we sell because they want to make more money.” I’m going to challenge that.
Sure, who wouldn’t like more money? But what are they going to do with that money? When somebody saves money because you help them or when somebody feels that their investments are more secure, if you really want to connect with them, why? What’s next? Do they want to get a houseboat? Do they want to be able to provide a better education for their children? What’s the what’s in it for them? This is very, very important that we understand that.
Scott Ingram: For links to plenty more from Shari, just click over to DailySales.Tips/1337. Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!