 |
Climbing Mt. Samie
Author: Colleen Francis  | Posted: 09-07-2007 | Comments: 0 | Views: 12 | Rating: (51)  (?) 
Understanding the 7 core motivators behind all human behavior
By COLLEEN FRANCIS
Legendary sales guru Zig Ziglar once said that the most popular radio station in the world is WII FM, which stands for “what’s in it for me?”
As sales professionals, the single biggest change we can make in our behavior to improve our success is to simply get over ourselves and start focusing on our customers and prospects.
I never cease to be amazed at how many sales people focus on themselves rather than on what their customer actually wants to buy. The fact of the matter is, our customers aren’t interested in what we have to say unless they feel it is in their best interests. We can’t be persuasive if our focus is on us.
Reframe the question
To reframe your approach so that your customers’ interests are always at the forefront, start by asking yourself three key questions:
• Who cares? In other words – whom are you selling to? Be as specific as possible. Are you selling to Marketing VPs in the textile industry, or Chief Technology Officers in the aerospace industry?
• Why us? The answer to this question defines your product, whether it’s a tradeshow booth, retirement-planning system, clothing line or human resource staffing service.
• So what? This is where you answer your client’s all-important question, “what’s in it for me?”
Put your answers to these questions together and you’ll get a statement that sounds something like this:
“You mentioned that you’re working with a very restricted budget. The VPs of Marketing at banks across Canada and the U.S. are buying our tradeshow equipment because it can cut their labor and shipping costs by up to 40 percent while still maintaining durability. Knowing that, does it make sense to look at our product line?”
Take it to the mountain
Next, you need to make sure you’re presenting the features of your product or service that directly address your customers’ best interests. How? The answer to this lies with the seven most important letters you may ever come across in your career: “MT. SAMIE.”
There are seven core motivators that drive all human behavior. “MT. SAMIE” is a simple acronym designed to help you remember those motivators whenever you’re dealing with new or existing clients. Here’s how it works:
M = Money: As Zig Ziglar once said, “Money isn’t everything, but it ranks right up there with oxygen.”
T = Time: Despite all of our so-called labor-saving devices, it’s staggering how many people are still utterly time impoverished. E-mail, anyone?
S = Security: People have a natural tendency to avoid risk in favor of security, whether it’s risk in buying a product or the security that comes from having a “safe” job.
A = Achievement: All of us enjoy producing results. If your solution will help a prospect accomplish something or achieve their sales targets, then you will be much more likely to grab their attention.
M = Making a difference: Look at what’s happening all over the world today. People will often help out if they feel like what they are being asked to do will really make a difference.
I = Image and reputation: Whether we admit it or not, we’re all concerned with what other people think about us. In fact, it is the power of image and reputation that leads so many of us to have a hard time saying “no.” If your solution affects someone’s image or reputation, then believe me – you’ll get their attention.
E = Enjoyment: People go to great lengths to increase enjoyment in their lives. If you’re not enjoying the situation you’re in with a customer or colleague, odds are, they’re not too thrilled about it either. Discovering and communicating “what’s in it for them” can go a long way towards making the experience less stressful and more enjoyable – and help you make a great impression.
Sure, this advice isn’t exactly rocket science. In my experience, however, common sense doesn’t always translate into common practice.
Just ask yourself: when was the last time a customer asked you for information, and instead of letting them buy what they really wanted, you proceeded to try to sell them on what you thought the best product features were?
When in doubt, go back to MT. SAMIE, and ask yourself if your solution is truly addressing one of your prospect’s core motivators. Or to keep things even simpler, just remember the words of the immortal Yogi Berra: “The fastest way to get what you want is first to help others get what they want.”
Copyright MMVII, Engage Selling: All Rights Reserved. All trademarks used or referred to on this site are the property of their respective owners. No materials on this site may be reproduced, altered or further distributed without Engage's prior written permission. http://www.engageselling.com
Rate this Article:
Current: 0 / 5 stars - 0 vote(s).
Article Source: http://www.articlesbase.com/customer-service-articles/climbing-mt-samie-178119.html
 About the Author:Colleen Francis, Sales Expert is Founder and President of Engage Selling Solutions, which delivers sales solutions that realize immediate results, achieve lasting success and permanently raise the client's bottom line.
Engage Selling - Everything you need to sell more, in less time and make more money! http://www.engageselling.com/
Engage-U: Lead-Up headquarters: http://www.Engage-U.com
Engaging Ideas e-zine & 10 weeks of free sales tips: http://www.EngagingIdeasOnline.com
|
Submitting articles has become one of the most popular means of generating quality backlinks and targeted traffic to your website. Join us today - It's Free! |
|
Got a Question? Ask.
Ask the community a question about this article:
Frequently Asked Questions
I am trying to get a list of National Security ...
By: bobbi734 | 22-08-2008
I am trying to get a list of National Security Copmanies. I'm a licensed Security Officer in NJ, looking for a job. Can you help? Bobbi734@aol.com
How can I get in contact with this Corp. about ...
By: Robert Dennis | 21-08-2008
How can I get in contact with this Corp. about their REO, bankruptcy and foreclosures? I need address and phone numbers if possible. Thanks!
Need 8th grade taks test for entry into new school
By: Dawn | 21-08-2008
I have an eighth grade home schooler who is going into a charter school for ninth grade and i need him to take the eighth grade taks. Where can I get the taks for him to take?????
Hello sir, actually i have sent fax to ets for my ...
By: vaidarbhi | 20-08-2008
hello sir, actually i have sent fax to ets for my GRE score first fax was on july 30 & second fax was on August,13 but i didn't get any reply or confirmation from ets or any university so whay should i do?
Website security testing tool
By: samlogan | 20-08-2008
what is the best free tool/service for testing my website security level?
Lookin for a security staff who was an event in ...
By: spikelova4lif | 19-08-2008
lookin for a security staff who was an event in boston at the half shell im goin crazy cause i never got his name just where he was from in lawerence
Q&A Powered by: 
Latest Customer Service Articles
Looking for Inbound Call Center Service and Bpo Services Provider in Usa?
By: Peter Jeams, Jr. | 13/10/2008
InSO offers a host of integrated remote support services. These include customer care and technical support through multiple communication channels, backend transaction processing, outbound collections and telemarketing. Web based services including real-time chat among others.
Data Entry Freelance Work in India
By: Jhon david | 13/10/2008
Data entry & SEO freelance work expert in Ahmadabad. We provide Data entry Expert and Search Engine Optimization Services. We have also provided online offline data entry outsourcing services is required by client and Image Processing Is the core services of Outsourcing Data Entry Services India.
Choosing the Right Ticket Company
By: Amir Khalighi | 13/10/2008
Looking for the right ticket company? Back in the old days, picking the right ticket agency is not that easy. You still have to check on their legitimacy and those days, concerts, Broadway shows, and famous plays were for the people who can only afford it. But gladly, these wonderful shows can now be enjoyed without spending too much money.
How to Stop Foreclosure? Some Preventive Measures
By: suraj anjaana | 10/10/2008
Foreclosure is a legal process that a lender can use to obtain the collateral (property) from the borrower. There are two types of foreclosures, the judicial power foreclosure or court order foreclosure and the power of sale. The lender can pull out the property from the borrower without a court order; however, it is under a righteous agreement after the borrower failed to comply with his obligations to pay his monthly mortgage payments.
8 Tips for Successfully Handling Customer Complaints
By: Chris Palumbo | 10/10/2008
Quality customer service is something that every business, no matter what industry, should aspire to possess. Addressing customer complaints is a key part of nailing down that sterling customer service image, and customer complaints can actually benefit your business, as it gives you a clear idea of what areas need improvement. Follow these tips to easily handle complaints like a pro.
Moving New York – Relocation Done With Ease
By: Claudia White | 10/10/2008
If you are moving to New York on your own, hire the services of a moving New York company. It will help you in things like packing and shifting of your belongings.
Commercial Cleaning for Office and Home at Affordable Prices
By: Benard Worseley | 09/10/2008
When you have a commercial business or any business for that matter, you have to do certain measures that will keep your business running smoothly and maintain the cleanliness of the building you are in. One of the things that you can do is look for a commercial cleaning company that can help you maintain the building you are in so you can run your business smoothly. Though there are many cleaning companies out there, you need to find one which is close to your building or your area.
Simple Rules of Successful Business Greeting Cards
By: John Millican | 09/10/2008
With the holidays right around the corner, many are preparing to send their annual business holiday greeting cards to their customers and vendors. To make the most of this marketing activity it is important to follow a few simple etiquette rules. If you are putting forth the effort to send the cards out you might as well ensure they make a lasting impact. The following tips will ensure you make a good impression on your customers.
More from Colleen Francis
Passion is No Ordinary Word-channelling the Sales Professional in Every Entrepreneur
By: Colleen Francis | 30/09/2008 | Sales
Passion is no ordinary word-Channelling the sales professional in every entrepreneur
In this article Colleen Frabcis describes the Channels of sales professional in every entrepreneur. According to her all sales people are entrepreneurs. She says that good sales skills, passion, confidence, risk and important sales advice are the compulsory things in every business.
In the behind of a successful business have their products, services and ideas know how to channel their passion.
Five Simple Things You Can Do Every Day to Improve Your Bottom Line
By: Colleen Francis | 30/09/2008 | Sales
Five simple things you can do every day to improve your bottom line
In this article Colleen Francis gives the five selling rules to improve your sales. That rules are:
Pick up the phone (good communications skills),
Go to a networking event
Send an email (keep in touch to your customers)
Rekindle
Call a satisfied customer
She says that if follows above five rules in our business we can improve our bottom line.
The Amazing Power of Testimonials
By: Colleen Francis | 02/09/2008 | Ask an Expert
Colleen Francis through this article focuses on the amazing power of testimonials. According to Colleen testimonials are an absolutely vital part of the formula for success. Colleen has provided certain steps that provide a picture that show how testimonials play a vital part in the business. The real power of testimonials comes from the fact that they’re not polished...they’re authentic and from the heart. In order to learn more visit us at: http://www.engageselling.com
Learning From Mistakes
By: Colleen Francis | 27/08/2008 | Business Ideas
Through this article Collen Francis tries to narrate how to learn from mistakes! According to Colleen Learning isn’t limited to what we experience first-hand. We can gain just as much—and maybe even more—by sharing those stories with others and listening to their own accounts of blunders and mishaps encountered both in professional and private life. So don’t be afraid of your mistakes.To know more visit us at : http://www.engageselling.com
Overcoming Customer Objections
By: Colleen Francis | 26/07/2008 | Business Ideas
This article following article narrate a face- to- face interview between Colleen and Dan Walker(host of Sales Rep Radio). The conversation leads a weekly podcast offering tips, best practices and expert advice for sales professionals across North America and around the world. Colleen throws a beam of light encouraging all sales reps to really focus on the prospecting part of their business, To know more visit …. http://www.engageselling.com
The Good Karma of Being Nice:
By: Colleen Francis | 21/07/2008 | Business Ideas
In the following article Colleen Francis has tried to narrate how to improve your sales performance in any kind of organization is this: be nice to people. Colleen provides three tips to keep in mind be consistent, be prompt, be thoughtful. Colleen says by investing a little in the power of being nice—listening compassionately to others and tending to their needs—you can make an amazing difference in your life and in the lives of others. To know more….http://www.engageselling.com
Throwing Away the Sales Script
By: Colleen Francis | 20/06/2008 | Customer Service
The article written by Colleen Francis is all about Cold Calling. Colleen brief’s the article by saying that cold calling is likely an important part of how you’re expected to find new leads and turn them into customers. Colleen provides certain points that help to master in Cold Calling and also bring in the new leads and new customers. To know more…http//:www.engageselling.com
Rethinking the Sales Process
By: Colleen Francis | 13/06/2008 | Customer Service
As a sales professional what you need to understand is how to rethink the sales process. In this article Colleen descript how Fred helped her in business when she was failing miserably. Colleen discovered that when you’re financially strapped you develop into an emotional wreck. According to Colleen, successful in sales doesn’t hinge on following a process or a technique. It’s all about having the right mindset and persevering. Colleen says that success leaves clues. For more….http://www.snowkingretreat.com
|
|
Business 
