Why do you think you do the majority of the things that you do? What motivates you to move? What inclines you to buy? What entices you to decide? Why did you run that marathon? Why did you buy those new shoes? Why did you sign up for that public speaking course?
Hope and Feel, that’s what and why.
It wasn’t long ago, that I had bumped into an old acquaintance, a very successful and extremely intelligent senior sales executive whom I had the privilege to have worked with in the past. As we chatted for a while we got onto something remarkably interesting. We were discussing what “it” takes, what successful recipe moves people to make a decision to choose to act. What are the reasons that people buy? What are the reasons they are persuaded to purchase and decide to choose that particular product in which they are spending their hard earned money for? So simple – its HOPE and FEEL.
And then it hit me. If I told you that by eating healthy foods and exercising, you would not only lose weight, but would experience more energy, endurance and be able to do more – would you accept the offer? If I could offer you hope – shedding pounds, tight body, ripped abs AND could ensure a feel of energy, unbelievable endurance and the ability to move mountains on the bike and/or in the gym….would you go for it?
See the biggest challenges here are the believability of hope – Is it a scam? An empty promise? A non-guaranteed fix? AND the patience needed for feel to be present, for nothing worthwhile ever happens overnight. Feel happens over time, dedication and great effort.
All this being said, this is why selling a healthy lifestyle may be one of the greatest challenges mankind must ever face. We can pitch hope for all – living a healthier, longer more enjoyable life with the ability to prevent disease before it ever occurs. AND we can pitch the feel for everyone – energy levels through the roof, good mood elevated to another level, endurance to run more miles than ever thought possible and the ability to play with the kids and play hockey till your 99.
It’s a hard sell – but one well worth our effort. Keep pitching people.
