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Sales Truths: People Do Things For Their Reasons, Not Yours.

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WHY IT’S TRUE
Individuals’ motivations may not line up perfectly with yours, but everyone is motivated somehow. Some are motivated to go to the beach or continue their education. Some may even be motivated to grow, learn and excel in your store. 

PLAN OF ACTION
Motivate by recognizing a task well done. Avoid trite superlatives: ?You’re the greatest,? ?Fantastic? and ?Outstanding.? And saying, ?That was an outstanding job you did of arranging the watches in the case? is overblown and has little or no value.  

Instead, say: ?That was a great job you did of setting up the watch case. I particularly like the way you arranged the watches, straps and bracelets from ascending to descending price point. This should really help our business. Thank you.? 

To make their reasons become your reasons, give them genuine, sincere recognition for jobs and tasks well done.

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Thinking of Liquidating? Think: Wilkerson

When Peter Reines, owner of Reines Jewelers in Charlottesville, VA, decided it was time to turn over the “reins” of his 45-year-old business to Jessica and Kevin Rogers, he chose Wilkerson to run his liquidation sale. It was, he says, the best way to maximize the return on his decades-long investment in fine jewelry. Now, with new owners at the helm, Reines can relax knowing that the sale was a success, and his new life is financially secure. And he’s glad he partnered with Wilkerson for this once-in-a-lifetime opportunity. “There’s just no way one person or company could run a sale the way we did,” he says.

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Dave Richardson

Sales Truths: People Do Things For Their Reasons, Not Yours.

mm

Published

on

WHY IT’S TRUE
Individuals’ motivations may not line up perfectly with yours, but everyone is motivated somehow. Some are motivated to go to the beach or continue their education. Some may even be motivated to grow, learn and excel in your store. 

PLAN OF ACTION
Motivate by recognizing a task well done. Avoid trite superlatives: ?You’re the greatest,? ?Fantastic? and ?Outstanding.? And saying, ?That was an outstanding job you did of arranging the watches in the case? is overblown and has little or no value.  

Instead, say: ?That was a great job you did of setting up the watch case. I particularly like the way you arranged the watches, straps and bracelets from ascending to descending price point. This should really help our business. Thank you.? 

To make their reasons become your reasons, give them genuine, sincere recognition for jobs and tasks well done.

Advertisement

Advertisement

SPONSORED VIDEO

Thinking of Liquidating? Think: Wilkerson

When Peter Reines, owner of Reines Jewelers in Charlottesville, VA, decided it was time to turn over the “reins” of his 45-year-old business to Jessica and Kevin Rogers, he chose Wilkerson to run his liquidation sale. It was, he says, the best way to maximize the return on his decades-long investment in fine jewelry. Now, with new owners at the helm, Reines can relax knowing that the sale was a success, and his new life is financially secure. And he’s glad he partnered with Wilkerson for this once-in-a-lifetime opportunity. “There’s just no way one person or company could run a sale the way we did,” he says.

Promoted Headlines

Most Popular