You may have heard the saying, “Everybody loves to buy, but no one wants to be sold to.” In fact sales has such a bad rap that it’s hard to hear the word salesman without your brain automatically inserting a word like pushy or slimy in front of it.
Whether you like it or not, if you have your own business you’re in sales.
But selling doesn’t have to feel aggressive or sleazy, especially when you understand why people buy. In fact it doesn’t have to feel like selling at all. When you’re offering your services in an authentic way, what you’re actually doing is helping.
Psychological studies tell us that humans have four basic categories of motivation. This theory of 4 motivations is based on Abraham Maslow’s famous Hierarchy of Needs.
The 4 motivations are:
Stability
Belonging
Mastery
Independence.
Once you understand which of these four human needs your business provides for, it becomes much easier to define your customer care promise. You can craft your brand message to let your customers know you’re there to help soothe their concerns. You can stop selling and start helping.
What motivates you? Stability, belonging, mastery or independence?
#motivationaltheory #whypeoplebuy #customercare #brandfingerprint
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