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RECRUITING AND SELLING THE
MOTIVATOR
Approaching the
"Motivator"
Approach them
in an informal and personal manner that places the
emphasis upon the relationship. They are typically
socially impulsive and easy to meet. Be entertaining and
fast moving. Be interesting but brief.
Feel free to
use hand and body movements to project an expressive and
outgoing personality style. Avoid slumping in your
chair, talking too slowly, and speaking in monotones.
Avoid subject matter where you might lose control, such
as religion or politics.
Keep them on
track and avoid tangents. Your initial meeting should be
directed toward having them talk about their opinions,
ideas, and objectives. Try to share their aspirations
and dreams. Attempt to develop ideas together.
Persuading and Selling
the "Motivator"
"Motivator"
type personalities often need directions. Use questions
to help channel the conversation toward determining
their needs. Avoid using the pronoun "I". Use "Don't you
believe" or "Wouldn't you agree" questions that
interject your beliefs into the conversation. These
interjections do not challenge their self-esteem and
keep you from competing with them. It also keeps them
from going off on tangents.
Their high
confidence level will not typically allow them to lose
an argument or serious debate. Be quick to agree. When
you have to disagree, use "Yes, but..." statements.
Confrontation is seldom successful. If you win the
argument - you'll lose the sale. Don't be afraid to sell
your personal relationship and the service you and
provide.
They typically
seek out mutually beneficial relationships. Use
stimulating examples, case histories, and testimonials
from important people to make your point. They often
make decisions based on status, prestige, acceptance, or
approval.
Closing the "Motivator"
They decide to
accept an idea because it "looks and feels right."
The details should be left until the decision and
commitments are made. For example, they buy an
automobile because it is aesthetically pleasing and
luxurious, not because of it's technical specifications.
"Sell the sizzle, not the steak." Sell pictures,
concepts, and ideas, not the details of how or why it
works.
They typically
do not like to say "No" and will avoid a negative
response if given the opportunity. Avoid criticism or
high pressure that forces them to subordinate their ego.
Incentives and deadlines help them to become impulsive
decision-makers. Make the concept simple, easy to
accept, and "feel right", and then you will close the
"Motivator."
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