Remind Them Of The Pain

Summary

• I believe all salespeople act like motivational speakers, but on a one-on-one scale. Our goal is to motivate others to take action.
• Motivation is driven by need or discomfort. For example, hunger motivates someone to eat, and exhaustion motivates someone to sleep.
• To motivate effectively, remind others of what they lack and the pain they've experienced without it. This creates a sense of urgency.
• Ask people what they've tried before, what worked, and what didn’t. This helps you understand their preferences.
• When they mention things they liked, I suggest pairing those with features of your product they will love.
• For things they didn’t like, acknowledge and understand their struggles. This ensures they see your solution as different and more favorable.
• Take notes on their dislikes so you avoid highlighting similar aspects in your product, helping tailor your pitch to their needs better.

Video

How To Take Action

I would suggest implementing strategies to motivate others by understanding their needs and problems. Think of yourself as a one-on-one motivational speaker. Start by figuring out what they need, just like how hunger makes us want to eat. This real need drives their motivation.

A good way to do this is by asking them what they’ve done before and whether they liked it or not. This not only shows you care about their experiences but also gives you clues about what they appreciate and what bugs them.

When they share what they liked, match those positives with features of your product or solution that you know they'll love even more. This builds on their existing preferences and highlights how your solution is just right for them.

For things they didn’t like, acknowledge their feelings and show you understand their struggles. This will set your solution apart by emphasizing how your offer addresses their discomfort better.

Lastly, take notes on their dislikes to avoid pitching any similar attributes your product might have. This tweak ensures you tailor your approach, hitting all the right points for them.

These simple steps—understanding, highlighting the good stuff, and showing empathy—will naturally create motivation and urgency without fancy tricks or extra costs.