Motivation Needs Interpretation

Here is a Sales tip from Jonathan Weaver, Peak Performers. I love this tip on understanding not only your motivations but also the motivations of your prospect. It all leads back to the question every prospect is asking themself when they listen to your sales pitch, "What's In It For Me". As many of you know who read my post Who Do You Buy From? you know I started my career in Purchasing and I know better than most the motivations of the buyer or your prospect.

Jonathan Weaver's Sales Tip:
"Motivation can be defined as a concept used to describe the factors within an individual which arouse, maintain and channel behaviour towards a goal.
Another way to say this is that motivation is goal-directed behaviour.
If you want to be a true sales professional, you will want to study motivation from both sides of the transaction.
On your side of the transaction come to terms with the answer to WHY you'll do the following:
Do the necessary prospecting
Do the necessary homework on each account
Do necessary follow up
Study salesmanship and develop your skills rather than just work at it during the course of the day...
On the other side of the transaction, if you can understand the goals of the buyer you can meet their needs
Why are they meeting with you?
What benefit of ownership of your product / service are they most interested in?
What are they looking to avoid?
When you understand WHY you're working - What you're doing becomes easy! When you understand WHY your prospect wants to buy - Sales are faster and more profitable..."