How to Motivate Someone #5 - Sales

Using the motivation triangle in a sales situation.

• The resources in this simple example are widgets. And the prospective client has money. 
• The values. In this case, the prospective client used the words, faster and quickly, in regard to what was important for him in his production process. You might say, more efficient, productive, quicker. It is their value. And, use their word for their value. This may be the same as your chosen word. He also used the word, win, in respect of his goal. The word, win, is a value word too. It is critical that you use their word.
• Goals. The prospect in this example, wants his process to be faster so that he can win more contracts to supply goods to his customers. Our goal is for him to sign a document committing his money to buy our widgets.

So, Mr Prospect. When you use our widgets in your process, your process will be faster, so that your company wins more supply contracts. The cost is 400 each widget, and when you have signed this document, I will make sure that we deliver the widgets to you faster than next week so that you can quickly win more supply contracts.

By using the prospective clients personal values and the words he uses to describe those values, linking them to the widgets and his production process, and to the money and his process. Your prospective client is motivated to sign the document.

This is just the motivation part. There is preamble. You must do all the work beforehand. You need deep rapport with the prospect, you need trust in the relationship. You also need widgets that will do what you say they will do. Otherwise, you might motivate the prospect to buy the first time. But if your widgets fail to do what you said they will do, you lose credibility, trust has then gone, you will not sell again.