Harry Browne is credited with this advice
Harry Browne is credited with this advice:
"It isn't what you want that determines what other individuals will buy from you--it's what they want. And that answer can only come from them, not from you...
"Probably 99 out of 100 salesmen try to motivate their prospects. And that's their mistake. You're not capable of motivating anyone, no matter how persuasive you think you are...
"Everyone is already motivated. The only question is 'By what?' Your job is to find out what it is that motivates your prospect. And then show him how he can get what he wants through your product or service. Only then will he buy...
"Most sales are lost because the salesman presented his product before he knew what motivated his prospect..."
Given we now have the Internet and virtual this and digital that, how many believe Browne's words are true today?
I once wrote a pamphlet for a group I was working with on how to find someone's hot button with hot button being what Browne says is the prospect's motivation. Wish I could find it but like so much other "schtuff" from the old days, it probably is at the bottom of some land fill.
Oh well, I can always resurrect it if the need exists. Anyway, I'd love to hear what people think about the above quotes.
Tom
"It isn't what you want that determines what other individuals will buy from you--it's what they want. And that answer can only come from them, not from you...
"Probably 99 out of 100 salesmen try to motivate their prospects. And that's their mistake. You're not capable of motivating anyone, no matter how persuasive you think you are...
"Everyone is already motivated. The only question is 'By what?' Your job is to find out what it is that motivates your prospect. And then show him how he can get what he wants through your product or service. Only then will he buy...
"Most sales are lost because the salesman presented his product before he knew what motivated his prospect..."
Given we now have the Internet and virtual this and digital that, how many believe Browne's words are true today?
I once wrote a pamphlet for a group I was working with on how to find someone's hot button with hot button being what Browne says is the prospect's motivation. Wish I could find it but like so much other "schtuff" from the old days, it probably is at the bottom of some land fill.
Oh well, I can always resurrect it if the need exists. Anyway, I'd love to hear what people think about the above quotes.
Tom
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jimbo13 -
Thanks
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