Video Transcript
Hi it’s Steve Richard from Vorsight. I’m here at an auto repair shop why? It’s because I broke down on the side of the road in Warrenton, VA. Interestingly enough I was thinking about a blog post about work we did with Net100, a cabling company. We were talking about the strongest motivators of people, #1: Find pleasure and # 2: Avoid Pain. Why is this pertinent to being in an auto dealership? Think about it, they do a very good job at up selling you on different things to avoid pain. Avoiding pain is a great motivator for people.
My wife and I were just at the counter and the auto repairman said, "Do you want to do the $37 diagnostic?" We looked at each other and said, "Well we are 95% sure it is the alternator." The repair man replied, "Well what if we do the work and after that it still doesn’t work? What are you going to do then?" My wife and I responded, "We’ll do the $37 diagnostic!" Why? It was because we wanted to avoid a painful moment in the future; it was worth $37 dollars of insurance to avoid that painful moment in the future. So think about this for your inside sales team, prospecting, prospecting training, lead generation training team and if you are going to have a value proposition think about it in terms of helping that person find pleasure or avoid pain and pain avoidance is a strong thing. So paint a picture in your mind of a future point in time, where they would be pain if they didn’t buy now. That’s a very strong motivator for people, I hope that helps. I hope it helps us because we are stuck!
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