Stone Payton: [00:00:00] And we are back with our BRX Pro Tips. Stone Payton and Lee Kantor here with you. Lee, let’s talk about how important it is, and maybe you can share some instincts on why it’s so important, to discover the prospect’s true motivation.
Lee Kantor: [00:00:19] Yeah. You really want to get to the heart of why the person wants to hire you for the job they’re trying to accomplish. And they might think they need a solution to a certain thing. But if you dig a little deeper, you can really get to the true, true motivation of why working together is the right fit for both of you. So, some of the questions that you want to ask your prospect are, if you were famous, what kind of fame would you like to have? You know, try to understand what success looks like to them in their words and their terms. These things don’t have anything to do really with what you’re actually selling, but you’re trying to get to the heart of what success looks like.
Lee Kantor: [00:01:04] You know, find out what they’re most grateful for in their career. Try to understand these kind of core motivations. You want to ask them about what the future looks like. If they could have the career that they dreamt of, how would that career end? What does the future look like for them? So, this helps you uncover their priorities. Are they more interested in money? Are they more interested in fame? Are they more interested in legacy? If you really understand those things, you can craft your selling message and make sure that you have the right fit between what you’re trying to offer your prospects and make sure that they get the success that they’re after.
Stone Payton: [00:01:49] Well, I definitely want to echo what you’re saying. There is a question along those lines that I’ve been using with quite a bit of success more recently. And it depends on the situation, exactly how you were at the front end of it. But a general version of it might be, if working with us could accomplish everything you could possibly hope for, what would that look like for you, Lee?
Stone Payton: [00:02:13] And, buddy, I just used your name at the end. But when you ask that question, it’s amazing what the hopes, and dreams, and fears that that will open up for you. And the conversation just becomes so much more practical, so much more real. And it allows you to do what you always hear me say, it really needs to be done in a professional sales call where there’s a true meeting of the minds at a mutually profitable point. It helps you tell the truth and get the truth. So, this discovering what their true motivation is, I mean, it’s core to everything, in my opinion and experience.