Words in the Motivator comfort zone:- Quick • Cutting edge
- Easy • Competitive
- Innovative • Possibilities
- Fun • Fluid/flexible
- Big/huge (adjectives about potential) • Opportunity
The first magic word for Motivators is great.Walk into an office and lis-
ten, and wherever you hear “Great!”, that’s where your Motivators are. Easy
is also a magic word for Motivators. They also like the words innovative, cre-
ative, big, and exponential. Get a thesaurus and search for synonyms for big
and exponential. Motivators like statements like, “This is going to be large!”
When presenting your ideas to Motivators, let them know that if they
change their mind, “It’s not a problem,” or “This whole idea is very fluid,”
or “We’re flexible,” or “We can move this and move that out.” These state-
ments make motivators feel comfortable, because they don’t want to get
locked in.
Another magic word for Motivators is opportunity. Motivators by nature
are optimistic people, and they want to believe that there’s something big-
ger and better that they can do. They love to hear motivational speeches
about doing the impossible. They want to reach the goal that’s never been
reached, so talk in terms of opportunity and achievement.
Remember, at the core of everyone you meet is a personality blueprint
or personality DNA that drives their perspectives, communication, and re-
sponses (including their response to you). Master persuaders learn to ad-
just their communication intuitively to their clients’ comfort levels. Start
using these personality persuasion insights, and see the difference in how
clients respond to you.
SELLING WITH EQ
- Adjust your presentation style to the personality style of the client.
- Memorize the agenda of each personality style.
- Use a pace and tone of voice that lends comfort to each personality
style.
Shifting Gears / Four Critical Selling Adjustments 175