I had a great call with a young closer a few days ago.
She was fretting a bit because she couldn’t quite understand the nature of why a prospect was in need of change yet didn’t buy.despite the, the offer or the service making sense.
She mentioned that the guy was a father, and also a husband, and that his wife was not in good health.And the way that she delivered.The solution was in such a waythat the service would enhance his health for his benefit.
Then I explained to her that people come from a place of having deeper drivers.
And these are generally finances, freedom, and impact.And when I explained to her that this gentleman’s driver was not so much about his own aesthetics, or his own well being.
It was more of an impact driver. He wished to be the head of the household.
That could look after his kids, and look after his wife in her ill health.
And the fact that he was looking to optimise his health so that he could contribute in impact to those guys, the most.and if she was to have tapped into this during the sales call, and spoke to him coming from this place of leader that made an impact on his family.
The way that I explain what drives where people’s behaviour comes from is a mix of two models.
The first model I made my own through just following various influences, and that, as already described, is that we come from a place of wanting freedom, finances or impact.
Going into more detail as the diagram shows. It is rare that somebody will act from one aspect of or one driver is more likely that multiple drivers exist.
Each driver is generally a combination of freedom and finances or finances and impact as money is a tool in order for us to obtain freedom on impact in a modern world.
In consideration to impact it is worth noting that there is an internal and external impact. Internal impact is buying that sports car, or having that house, or having that buff body, because the impact to ourselves, is that it makes us feel good.
That external impact is benevolence, or paternal or parental instinct, where we feel a sense of duty or love or care or reciprocity towards others.
In terms of freedom, again there is external and internal.
Freedom say in a fitness offer. It is somebody being free from having to look in the mirror and see a body, they don’t like, or berating themselves for eating food and not having the strength of character to stop themselves from Bingin
From an external point of view, freedom is seen in a lot of offers, such as biz op, or other business offers where geographical freedom or financial freedom are often the desired outcome of starting a new business.
As an extra dynamic I subscribe to the work of Dr David Hawkins, who explains that all humans in different areas of their life, operate from different levels of consciousness.
Starting at the very basic, where people are apathetic and miserable to points where people are courageous, and to levels where people actually come from a place of selfless benevolence.
And it’s worth noting that we can act from varying different levels of consciousness in different contexts of our lives.
Just as people we speak to in our sales engagements, operate from different areas, knowing that somebody is operating from a place of pride, allows us to sell them the car. The closer massages their ego.
knowing that somebody is coming from a place of fear and scarcity, we can perhaps sell them on the element of scarcity, but also understand that fear will be there at the end of the call.
I took him a full month out of work. In December, 2019, and I read through the books of Dr David Hawkins, namely power versus force and letting go, and it was a very worthwhile time, because I got to see with crystal clear clarity, how I was operating from different consciousness levels.
Doing so, allowed me a lot of self introspection and realization, and made personal gains, which allowed me to operate from places of courage and compassion.where before, I would have been operating from pride or fear, or sometimes even anger or apathy.
In summary
When speaking to somebody in a sales engagement, tune up your radar, ask yourself. Are they coming from a place of apathy? Are they coming from a place of fear, anger, pride, courage, what is the best way to engage with somebody at the level of consciousness, they are operating?.
Secondly, listen out when asking questions. Is this person motivated by finances, freedom, or impact and are these drivers internal or external
Have a great Friday.