You Will Sell More When You Know What Turns Your Prospects On!

You Will Sell More When You Know What Turns Your Prospects On! By Don Westacott Dr. Mazlow an eminent behavioral scientist has mapped out a pyramid of human needs and aspirations which is very useful in selling to understand what drives people to do what they do in both their social and business lives. Physiological Needs Only when these basic needs are satisfied does man strive to satisfy a higher need. Primitive man would risk encountering wild animals to satisfy basic needs for food, but once satisfied he found other important things to worry about such as; Safety The safety of life and limb. Security. Freedom from pain and worry. Stability, the need for familiar things and ideas. The need to feel safe runs deep, - a child's fear when in a dark room. Our own fear of strange animals or unusual events, these are the remnants of the protective instinct to feel safe. This desire for safety is indicated today by the discussions on nuclear fallout, cancer from smoking, seat belts, and other safety issues. More subtle examples of man's need to feel safe might include: - The job a man takes for security His savings for a rainy day His insurance policies His cupboard full of medicines, just in case And also, from a salesperson's point of view, his tendency to prefer the familiar to the unknown, e.g. his existing supplier's product to yours. Once the need for safety is satisfied there grows within a man a need for love. Love He needs other people, from whom he can receive, and to whom he can give, affection e.g. - wife, family, child, etc. This need is also expressed in wanting to belong to a group and to be identified as a member of good standing within that group. One of the most feared punishments in the world is isolation. The need for self-esteem or self-respect, as shown by our seeking status. Every mature person has a need to feel important. The reaction he needs from other people (you) is one that reflects him as a person of good reputation, a person of prestige and one deserving attention. Because these self-esteem needs are so strong, people will go to extreme lengths to satisfy them, but this usually occurs only when the normal channels of satisfying them have been frustrated. A starving man will eat almost anything. Similarly a man starved of importance will use any method of gaining recognition e.g. publicity, stunts and daredevil escapades. In order to see ourselves as important people we need other people to have a similar view of us and tell us so. Our friends are our friends because they share to a greater, or lesser degree, a feeling that we are someone of consequence. We all have within us a need to be recognized as important. Status symbols such as big desks, special cars for executives, blue-collar workers with special overalls and lockers etc. Housewives show their need for self-esteem through membership of clubs and other social circles. Competition is a key factor as a motivator of status and of self-respect. Self-actualization The true drive towards self-actualization rests on a man being reasonably satisfied in all other wants including self-respect. Liking what and who we are, becomes a motivator for us to become more of what we can be. Dr Mazlow's belief is that the need for self-actualization is never satisfied, not even temporarily. It needs constant feeding; one success stimulates another and another. We enter the state of well being that becomes too good to lose. This is why some people, even though they have reached the pinnacle of their professions or accumulated enormous wealth, continue to strive. It's failure or a fear of Failure that stops us from doing and becoming more. This is why it is wise to focus on past and current successes rather than on our failures. To Summarize:- The four basic motivators are: 1. Physiological or biological needs. (The subsistence needs) Food, shelter, clothing and in a modern society, money to buy these things. 2. Social needs, (membership or affiliation needs) to be with other people. To belong, to be accepted, to be approved of by a social group, no matter how small, and to conform to its standards. It is also important to be recognized by one's peers. 3. Self-fulfillment needs. The need for growth in personal stature (exhibited by the need for status symbols). The need for achievement, accomplishment and success. This also associated with the need for a better life. 4. The psychological needs. The need for consistency within a system of ideas and beliefs. This is why the salesman needs to believe in his product. The need to preserve psychological integrity and individuality. Some things appeal to a number of these drives at once; money can fulfill basic needs, subsistence, and savings for safety and purchases for status. Money can also enhance our social position. Money if used properly as an incentive can also be used to satisfy the achievement drive. When you understand these drives that your prospects have, you will develop a more empathic relationship with them which will help when you are selling to fulfill their human needs. Don has over 35 years experience in sales and sales-management in the advertising and insurance industries. He is a highly successful and motivated entrepreneur involved in coaching salespeople through articles, talks and sales training seminars. His new book "The Master Skills in Selling" has just been published on Amazon for $47.95 but if you are really interested in how to make Bigger Sales More Frequently and with Far Less Effort, you can get a Free Download of the whole book and the other 5 books I have published by going to the link below. Let me know if you find it helps you make more money. [http://donwestacottlive.com] Article Source: http://EzineArticles.com/?expert=Don_Westacott Article Source: http://EzineArticles.com/1186613

Do You Know The Best Way To Sell Your Home?

How to sell what you know. Do You Know The Best Way To Sell Your Home? By Melissa Gifford One of the aspects of selling a house is how and when you will get an offer. Some sellers will get an offer within the first week the house is listed while others will have to wait for weeks, even months. Regardless of how long you have to wait, when that first offer comes in you are giddy with excitement when your agent calls to tell you the good news. Hopefully the amount offered is close to the asking price so you can just take the deal and be done with the process. Sadly the offer is much lower then you would like to accept right at the moment. What do you do now? Do you bother to counter the offer or do you just let the buyer know that they are way off the mark? Your agent will likely recommend that you counter with some reasonable middle ground offer. You don't want to give the house away but you do have the ability to come down off of the asking price. You have run the numbers and know you can go down to a certain price but with no concessions and no closing cost. You let your agent know and together you come up with a fair counter offer. This is the art of negotiating which is something that your agent should be able to help walk you through. Here are a few quick tips in order to get you through a difficult negotiation and reach your ultimate goal of selling the house: 1. Make sure you are in constant communication with your agent. Do not walk away angry if the price is too low or if the potential buyer is asking for a lot of concessions. Your agent is on your side and they will want to know why you didn't like the offer and what could be done to fix it. After all they make money when you sell and not until then. 2. Take a few deep breaths. If you get some unexpected news about the price or something you have to do to close the sale take a deep breath. You might want to take some time and do some exercising like running or riding a bike. There is sometimes a limit on the offer but that is typically at least 24 hours. You don't have to make a decision in the first few minutes. 3. Take your emotional attachment from the house and look at your situation logically. Do you want your house? Are you ready to move into a new place? You are trying to move on with your life so stop feeling so attached to it and come down on the price so you can sell it and move on. 4. Be patient during the sale. After you make a counter offer you want to give the buyer time to digest everything. If you get impatient and barrage the buyer with request they might just walk away. You have waited this long already just wait another 24 hours. 5. Respond to every offer that you are sent. Always respond with a fair offer. You don't have to give it away but don't respond with the straight list price. Come down something, even if it is only a few thousand dollars. It shows respect for the buyer and for their time and effort and it could end in a sale in time. Above all, listen to your agent! You hired them to do a job so let them work the deal. While you may not want to come down in price, you can concede to other options and your agent can give you the creative ways to move the negotiations forward. Learn about the fastest ways to sell a house and step above the competition. Even if you don't know anyone who buys houses, you can still find several. Article Source: http://EzineArticles.com/?expert=Melissa_Gifford Article Source: http://EzineArticles.com/7691630