I sussed out my wife recently and her strategy to get me to do things around the house. She simply says that she’s going to call out a professional to fix it.
Last month our vacuum broke down and my wife said she was going to take it into town to have it looked at. That evening I opened it up and found a broken air filter. Onto eBay to buy a new one and later that week I fitted it. Hey presto, fixed for £8.
Claire knows that a man has pride and another man fixing something that I could do, is enough to motivate me to fix the problem
Pride or having the power, is one of the hot buttons which motivate your clients. The others are:
- Security
- Convenience
- Power
- Comfort
- Peace
So check with your client early to see which of the 5 hot buttons motivates them and use it to help them to take action. You can easily find out their hot button by asking questions such as:
- What’s important to you when it comes to buying your home?
- Tell me, what helps you to know you’re getting the right advice?
- What do you look for in this product?
- What’s important to you in this coaching relationship?
And boy was I feeling proud of myself with the vacuum cleaner…until it broke down the following week. The air filter wasn’t the problem after all, it just died and went to hoover heaven and we had to replace it. Maybe taking it in to a professional might have saved its life. What do they say…pride before a fall.
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