So just how do you get people to say ‘yes’ to your sales proposals or presentations?
The field of psychology informs us that people are primarily motivated to take action by two factors.
They are motivated to avoid pain and discomfort or to gain pleasure and comfort.
In my experience it is the avoidance of pain that seems to be most effective at motivating people to take action. Pain does not have to be physical pain. It can be anxiety, stress, worry or concern.
If you uncover someone’s problems and make them realize the cost of not taking any action to solve them then you will have a very motivated person on your hands. If there is no problem then there is no sale.
When you have someone in this state and you show them how you, your product or your service can not solve their problems then you can bring them pleasure as well! Paint a rich picture of the future with the problem solved and the benefits realised.
You then have two powerful motivating forces helping you to close the sale. Remember — if there is no problem then there is no sale.
Get focused on uncovering people’s problems and then showing them how you can solve them.
You can profit from solving people’s problems.
Help them to get what they want and they will love you for it!
Simon Hazeldine MSc FinstSMM is an international speaker and consultant in the areas of sales, negotiation, performance leadership and applied neuroscience.
He is the bestselling author of five business books:
· Neuro-Sell: How Neuroscience Can Power Your Sales Success
· Bare Knuckle Selling
· Bare Knuckle Negotiating
· Bare Knuckle Customer Service
· The Inner Winner
To learn more about Simon's keynote speeches and other services please visit: