Is this emotional manipulation?...

Author

Dan Martin
May 28, 2024

For a long time, I kept sales and my addiction work separate. I honestly don't know why. Sales are a big part of running my business, and I still love it.

From now on, expect to see sales-based content occasionally. I’m also adding more training and workshops to stage 3 (Perform) of the FREEDOM CREATOR curriculum.

So if that excites you, join the waitlist here.

Want to close deals on autopilot? Learn about the 6 core needs that drive every decision you make.

(Identified by Tony Robbins)

The most important needs in sales are:

  1. Certainty

  2. Uncertainty/Variety

  3. Significance

  4. Love & Connection

  5. Growth

  6. Contribution

Let's use a tech recruiter as an example:

1. Certainty:

  • She's worried about finding her next candidates

  • No steady flow of placements

2. Uncertainty/Variety:

  • She needs new challenges and opportunities

  • Repetitive tasks make her feel stuck

3. Significance:

  • She doesn't feel important at work

  • Others do better, making her feel less valued

4. Love and Connection:

  • Relationship worries stress her out

  • Work stress hurts her home life

5. Growth:

  • She's stuck in the same place as last year

  • No improvement in skills or position

6. Contribution:

  • Loves her job but can't reach top talent

  • Sees less skilled recruiters succeed over her

On the surface, she just needs steady placements...

BUT she also needs these emotional needs met.

Surface Needs - (where most salespeople stop):

  1. Consistent candidates

  2. Steady placements to stop the ups and downs

Emotional Needs - (what really moves the needle):

  1. Certainty: Knowing when the next candidate is coming

  2. Uncertainty/Variety: Having new opportunities

  3. Significance: Becoming a top performer at work

  4. Love and Connection: Partner feels secure and proud

  5. Growth: Reaching new goals at work and in life

  6. Contribution: Making a big impact and getting noticed

When pitching solutions, don't stop at the surface level.

Tie in both surface AND emotional needs.

Think About This (Recruiters)

  1. Certainty:

"You’ll receive regular job updates, ensuring you never miss an opportunity"

  1. Uncertainty/Variety:

"We offer diverse roles to keep your work exciting and challenging."

  1. Significance:

"We connect you with top tech firms where your skills will shine and be truly valued"

  1. Love and Connection:

"Our placements provide job stability, reducing stress and bringing peace of mind to your family"

  1. Growth:

"We place you in roles designed to challenge and grow your skills, accelerating your career advancement"

  1. Contribution:

"Join companies where your work makes a real difference, and your contributions are celebrated"

By understanding and speaking to these needs, your pitches will be 10x more powerful and effective.

Moral of the story:

Understanding emotions is cool.

Big love,

Dan

PS. Interested in insights like these? Pillar 3 of the FREEDOM CREATOR™️ method covers world-class sales strategies. Doors open June 3rd.