It seems natural to get irritated when people don’t do things as we want, even if we tell them exactly what and how to do things.

However, you try harder to change them but they don’t. In this podcast, we will find out Why do we get disturbed by others and what can we do about it? we will find out how to deal with the people who upset us and lose our minds.

Right-click here to save this episode.

Imagine you are leaving your house in your car for work in the morning.
You are on time but the drivers ahead of your car are driving slowly. There are driving too slowly and that irritates you. The traffic clears after 10 minutes and now you can drive freely but someone is getting ahead of you in your lane and you go mad again.

Things don’t stop here.
You reach your office and you see that your colleagues haven’t completed the work from the previous day. They don’t understand the matter of urgency. They don’t care about the quality of the work.

You get more upset.
Your family members don’t keep things in the right place. Your children are making a mess and you are boiling up. You get annoyed. There are hundreds of people that disturb us daily. Why do we get disturbed by others and what can we do about it? In this short podcast, we will find out how to deal with the people who upset us and we lose our mind.

I and my daughter Aarna have mentoring sessions regularly.
I started mentoring about 3-4 years ago. We were talking about why we should keep our things in the right place. So that we can find when we need them at the right time. I showed her how to organise things.

But she didn’t follow the instructions.
She used to lose things. She was struggling to find her things and getting angry. When I remind her to keep the right things at the right place, she gets even angrier. And she didn’t change her habit. I got really upset with it.

I kept pushing her to be organised.
No matter how hard I try to convince her to keep her books, clothes and toys in the right place, she wasn’t following. After few months of the suffering of finding the lost things, she finally realised the importance of keeping the right things at the right place. She finally learned the importance of keeping things organised. I tried a lot of times but I could not change. Why? Because people change when they want to change, not when you want them to change.

If I ask you a question, What do you see when you look in the mirror?
Silly question, isn’t it? Obviously, you will see yourself in the mirror. We see our reflection in it, not someone else’s. And we want to see others exactly as we are. That’s where the problems start rising. Other people are not just like us. They are different. We believe that others should be like us. And they are different.

This is the reason why we get annoyed at others.
They are not as good as we are. They are not as responsible or disciplined just like us. We might be good at keeping promises but others are not. They are not as good at work as we are. They don’t follow instructions exactly the way we follow. They are not you and we expect people to be like us.

We have different experiences.
Hence, we have different understandings and perceptions. People will always have different beliefs and values. They grew up and live in a different environment. They are not surrounded by the people like we are surrounded by.

They can never be like us.
Why? Because you can imagine how uninteresting it would be if everyone is just like us. We all think and behave in the same way. Would you like it? The differences among us also make the world interesting.

So, what’s the solution?
Well, about 15 years ago, one of my colleagues at a workplace was always late to the work for 30 minutes. My boss asked him to come on time but he didn’t change. So, the boss changed the timing 30 minutes earlier. For example, instead of reporting at 9 in the morning, he was asked to report at 8:30 in the morning. As usual, he is late by 30 minutes, so that he would turn up at 9.

There can be any solution.
We can change the strategies. We can even change ourselves. The best thing to not getting frustrated because people don’t change is to just stop expecting people to change. We get disturbed because we want people to change. We are also seen different from the eyes of many.

People who are better than us might be disturbed by the way we do things. So, Accept that people are coming from different places and environments. They will be different from us so don’t try to change.

The One-Liner Report:

Why Customers Don’t Listen? – How to get them to listen to you with your One-Liner?

This report will show you how to explain your business in just one-line so that your customers listen and understand you as quickly as possible. Click on the button below and get a detailed ‘The One Liner Report’. It will take only 15 minutes to read.

Why does someone else’s opinions shape our life?
We seek the approval of what would people think if we do this or do that. We lose control over our lives and become sad when people don’t like what we do.

How to have more control over our lives and be happy?
In this podcast, we will discuss how to stop giving importance to what people would say?

Right-click here to save this episode.

When someone takes our picture, we become alert.
We make sure we are looking alright. We ask to take more than 1 picture so that we have options to select from. We even look at the picture and see if we are looking good or not.

My daughter, Aarna, has been too shy to be photographed.
Being a parents, we want to take her photo but she never liked to be photographed. And the more I try to push her to give a pose, the more she resisted. It frustrates me and made me think why she hated to be photographed. And it’s not just with my daughter only.

Many people don’t want to be under the spotlight.
They are too afraid to be on stage in front of people. Even if people love to get them photographed they want to know how many people liked their photos and what people have to say about those photos. Social media is making people constantly worried about what would people say for what they post. When we try to do things differently, we secretly worry if people would like it or not. We are programmed to seek approval from the people. We like it when people like what we say, post or do. People nowadays are addicted to getting attention from others.

It’s a new kind of hunger for getting liked.
We would get really upset if someone doesn’t like what We said or did. Such behaviour eventually makes us even worse and depressed. Social media has made our life more miserable. People constantly chase approval. Everyone wants to impress everyone.

People constantly think,
“What would people say if I do this?”
“What will someone think if I fail?”
“Will I disappoint someone if I become successful?”

It’s too weak behaviour.
It continues even if you determine to stop thinking about others. In this small episode, we are going to discuss how to stop giving importance to what people think. Once you learn how to do it, you will become confident and happy. You are going to know how to cut the invisible strings holding you to the opinions of others. Once you implement what you will know in this article, you will have more control over your life. You will be happier.

The Internet has been around since 1990 but the traffic on the internet started rising since 2000.
That means only 21 years ago. Social media platforms came in around 2003/04. And became popular after 2006. Nobody had anything post to hundreds of people before that. So, the history of social media and the internet is not so old. But many people have become experts in telling you how to do this and to do that. All designed to impress others. All designed to make others to like you. All designed to seek praise.

Everybody asks you to jump around on all social media platforms and even offline.
“Oh, look at this, look at that.” Before the era of the internet, people used to just mind their own business but that doesn’t mean that people were not seeking approval from others. They did. I remember that I have been in the same boat. Not only me, but I know many people who were far too afraid of people’s opinions. If you don’t deal with this issue at an early age, the older you grow, the more attached you become to the opinions of those around you.

Like I said before,
“What would someone say if I do this?”
“What will someone think if I fail?”
“Will I disappoint someone if I become successful?”

These thoughts live in your brain – without your awareness.
No matter how much you try, it influences your every action, influencing your every move. They are controlling you and how much you achieve. How do you snap out of it? How do you stop giving importance to what others think? I didn’t know. But then I found out a few years ago. And it’s actually quite simple.

I remember when I first started writing in 2009/10, I would post articles.
Then sit back. And read the comments. Some made me feel good. Some made me feel bad. Then I did a trick. It was only when I trained my mind to treat the good with indifference that I was free to not care about the bad and write how I wanted to write. I stopped giving too much importance to comments. I stopped paying attention to the number of likes on my posts and articles.

The reason you give importance to what others or someone think is that:
Let’s say someone is Robin. When Robin says nice things about you, you feel good. When Robin says bad things about you, you feel bad. If you give Robin permission to make you feel good, you’re also giving Robin permission to make you feel bad. In other words, your emotional state is 100% contingent on Robin’s opinion.

This puts you at the mercy of someone called Robin.
That Robin is anyone. The key to not giving importance is to treat both positive comments and negative comments with indifference. Show no difference between praise or negativity. When you react to praise with no interest, you can react to negativity with no interest, too.

But there is a problem.
Most people are so hungry for praise, so hungry to be respected, so hungry to hear good things about themselves. That it keeps them forever tied to the opinions of others. If you let someone make you feel good, you’re also giving them permission to make you feel bad. The trick here is to treat praise with no interest or concern. This is how you STOP giving a damn about what others think… This is how you take back control over your life… This is how you start living for yourself.

So quick exercise for you…
The next time someone says nice things about you, thank them and mean it. But don’t let it make you feel good. Don’t ride the high. Just let it enter one ear, then let it go out the other. React with indifference. Do this long enough. And you’ll eventually start reacting to negativity with indifference too because you realize just how meaningless it is to live for others. And just how fun it is to live according to your own accord.

The One-Liner Report:

Why Customers Don’t Listen? – How to get them to listen to you with your One-Liner?

This report will show you how to explain your business in just one-line so that your customers listen and understand you as quickly as possible. Click on the button below and get a detailed ‘The One Liner Report’. It will take only 15 minutes to read.

Is disagreement annoying you or gets you excited? What happens if someone challenges you and how do you use it to improve? It sounds good to accept disagreement but how to create an environment where people accept disagreement without creating a toxic environment?

In this podcast, we will discuss, why is it good if you have someone who challenges you? Also, how to encourage disagreement in the organisation as well as how to disagree without making others feel bad?

Right-click here to save this episode.

Alfred P. Sloan was the mastermind behind the rise of General Motors during the 20th century.
Alfred Sloan is one of the best CEO in the history of the automobile industry.  He got the General Motors company out of bankruptcy. Under Sloan’s smart management, GM surpassed the Ford Motor Company in American automobile sales in the late 1920s and eventually became the largest business corporation in the world. When he joined General Motors, the company was near bankruptcy but he turned the whole company from almost bankruptcy to the most dominating automobile company in America.

He had a great way to find ideas to deal with challenges.
One day, during a committee meeting, Sloan interrupted with a question: “Gentleman, I take it we are all in complete agreement over here?” When everyone nodded, Sloan dismissed them: “Then I propose we postpone further discussion of this matter until our next meeting to give ourselves time to develop disagreement and perhaps gain some understanding of what this decision is about.”

He asked people to come up with arguments to disagree.
It may sound strange because usually, we find that the top leader wants others to agree with him. But Alfred Sloan turned the company around and became one of the most successful CEO of a company.

Because he encouraged disagreement as something that helps them to move forward.
Disagreements lead to better decision making. It leads to better work. We all have blind spots. There are many things that others can see but we can never see. This is what causes a lot of failures and setbacks. In our culture and society, we have been asked to agree with people because we don’t want to make others feel bad about themselves.  And we don’t want to feel bad too.

We also want people to agree with us and we simply deny the points people disagree with.
In this podcast, we will find out how you can take advantage of disagreement. We will also discuss, how to encourage disagreement effectively without becoming toxic and leading to drama. We will talk about 3 things in this podcast,

1. Why is it good to have someone who challenges you?
2. How to encourage disagreement effectively?
3. How to disagree without making others feel bad?

1. How do you react if someone is challenging you?

Will you get better or will you be annoyed?
There was a scientist called Robert Hooke. He was an English physicist and he was known for his discovery of the law of elasticity. It’s famously known as ‘Hooke’s law’. He was the curator of experiments in the Royal Society of London. He also built the first Gregorian Telescope and many more things.

But we are not here to talk about Robert Hooke only.
He is the reason why Isaac Newton has been one of the greatest scientists in history. Robert Hooke and Newton were working together. And Robert Hooke was questioning Newton because Hooke did not like Newton.

But Newton did not get upset.
Instead, he worked even harder on his projects. He spent even more time on finding more proof. He became better because there was always someone like Robert Hooke who was looking over the shoulder of Newton.

Questions lead to clarity.
We need someone who questions us. Doing something new is always complicated to explain. And that is good. When you introduce a new product or concept, not many people actually understand you. If you don’t have people or at least someone who ask you questions and challenge you, you will probably take longer to figure out what’s wrong with you or your product. Also, you will not know if you have taken the right decision or not.

You probably won’t even know if you are not challenged.
It’s difficult to be better. So, it’s good if there is someone who challenges you and you answer those challenges without feeling bad. But what if people bad and don’t want to make you feel bad when they disagree with you. Because in many cultures, it’s not allowed to disagree with people. How to deal with such a problem? Let’s find out in the second part, shall we?

2. How to encourage disagreement effectively?

How to encourage disagreement effectively?
In many cultures, it is not allowed to disagree with the superiors. It happened with Korean Air which is an official airline company of South Korea. A plane of Korena Air called Flight 801 crashed in 1997. When it was ready to land, the weather was not good. There was very limited visibility and the instrument landing system wasn’t working. The instrument landing system is a radio navigation system that guides the aircraft to approach a runway at night or in bad weather. 

So the plane got crashed and killed 228 people.
During the investigation, it was found from the recording of the BlackBox that one of the pilots disagreed with the decision. Instead of directly disagreeing, he used diplomatic language. He said, “Don’t you think it’s raining a lot?”

It sounds like he didn’t want to offend the other pilot.
The lives could’ve been saved if he had disagreed with clear instructions. It’s considered disrespectful to disagree with others in many organisations, society and countries. Most people avoid making others’ feel bad by disagreeing with them.  Korean Air had so many crashes between 1988 to 1998. The airline faced severe criticism for the poor safety issues. And it was mainly because nobody wanted to disagree with their teammates. 

They were asked to speak up and disagree.
This system was introduced by a retired president from Delta Airlines. He asked people to change the language of communication from Korean to English. It was crucial because the Korean language has not many words and phrases to disagree with others.

They strictly change this culture of worshipping the superior.
As a result, the errors were reduced dramatically. People developed the habit and culture of being assertive. And within just one year, means since 1999, Korean Air has zero crash record. They won awards for one of the safest airlines in the world.

To build a strong business, you must build a culture where anyone can disagree.
The company will never perform well where the superiors and bosses love to be surrounded by people who always agree with them. But there is also a danger of creating a toxic environment. People don’t always like to give and receive complaints. Some people love to complain all the time. So, how to disagree without feeling like complaining. Let’s discuss this in the last part of this podcast.

3. How to disagree without making others feel bad?

What’s the reason behind people get divorced?
We can fairly say that the couple leads to divorce because of anger issues. But an expert John Gottman has a different opinion. It’s not anger that causes the couple to get separated. It’s disrespect.

Divorce happens when a person disrespects the partner.
No relationship can thrive and turn out to be productive if they don’t respect each other. Whether it’s a family, friendship, business or organisation. In every organisation, to build a productive and healthy environment, everyone needs to respect each other. The team can not make a better decision when they don’t respect each other. If anyone thinks of being mighty and impossible to disagree with, there is no way they can make a better decision. 

John Gottman suggests the difference between ‘complaining’ and ‘Criticising’.
For example, How do you feel if someone tells you, “You didn’t clean your room and take out the trash.” And how do you feel if someone tells you, “You are too lazy and irresponsible. You didn’t bother to clean the room.”

You can disagree with others without blaming the character of the others.
When you disagree, focus on the task or the decision. Focus on creating a culture and environment where people are allowed to share their opinion without targeting the character of others. Moreover, encourage people to disagree without disrespecting others. No business or organisation can thrive by disrespecting others. 

Allow people to ask questions and challenge others.
At the same time, disagreement must not lead to a toxic relationship and culture. Encourage people to disagree and strongly discourage criticizing the person.

The One-Liner Report:

Why Customers Don’t Listen? – How to get them to listen to you with your One-Liner?

This report will show you how to explain your business in just one-line so that your customers listen and understand you as quickly as possible. Click on the button below and get a detailed ‘The One Liner Report’. It will take only 15 minutes to read.

Why sometimes people don’t believe what you say?
Even if we tell them about our service and the results that we will deliver, they simply are not ready. We have the best interest in our heart for them.

Yet all of our talks go over our customer’s head.
They still don’t believe Even if you clearly provide the solution to the problem they want to solve. So, what is missing in our talk?
In this podcast, we are going to discuss What mistakes that people make when they sell? What is something that will make your sales talk way easier without you need to push harder?

Right-click here to save this episode.

How to slowly give pain to yourself?
Well, this is something I realized I was doing to myself till 2015. I have been using computers since 1997. I worked mostly on the Microsoft Windows operating system. I didn’t like to use Microsoft Windows because of many reasons. The new laptop or computer works very fast but after some time it gets really slow.

I hated it.
Microsoft Windows operating system crashes often. It’s easily gets affected by computer viruses. Many times, I had no other option other than just formatting my hard drive. And as a result, I lost so much information and data that took painstaking efforts to create.

You know how it feels.
In 2011, I met one of my friends, Mr Raj Badri who I used to approach if my computer needs fixing.  I would ask him if I want to know anything about computers and laptops. He insisted to buy an Apple Macbook because he thought I should buy it. I didn’t believe him. And I found Apple Macbook way more expensive than the average laptop that runs on the Windows operating system. So, I bought a laptop with a windows system that kept crashing often.

Raj Badri did not stop asking me to go for Apple MacBook.
He persisted. In the meantime, I lost so much data because of formatting the hard drive multiple times. Also every day, I have to be so patient to deal with the slow computer. No matter how much I repair it, the computer didn’t work faster. Raj frequently asked me to trust him and I had to think seriously.

Finally, in 2015, I bought a secondhand MacBook from Raj to try.
I was amazed by the features. The machine was working like a magic. Even after using it for the 3 years, it didn’t become too slow like the Microsoft windows laptops used to get in just 6 months. Then I bought another Apple MacBook in 2019. I didn’t think of any other option.

Now, here’s a small declaration.
I am not strongly advocating Apple MacBook if you are already happy with windows laptops. There can be some programs that Apple doesn’t support. Apple’s accessories are also very expensive. Your choice can be different from mine and I respect your choice.

I bought it because I liked Apple MacBook.
More importantly, Raj Badri convinced me to buy an Apple MacBook instead of windows laptops. He never explained the features, benefits, hardware or the results I was going to get. He sold me his confidence. He asked me to trust him. And I did. I don’t regret it. I wish I had listened to him before. 

Customers don’t buy no matter what you try to sell.
They don’t even believe you even if you sell harder or push too much. You show them the problems they are facing and you offer a solution. But they don’t listen. 

In this short episode, we are going to discuss two things.

1. What we think we should sell but people don’t buy?
2. What we really should sell that make people buy?

Let’s find out.

What do you see and hear in a busy market of a city?
It can be a vegetable market, cloth market or any place where there are a lot of shops that sell things. You hear a lot of noise. You see people shouting and everyone is claiming to be the best in the market. You see people show what they have got. They all are battling with each other. It’s a tough competition. 

They all are telling you about themselves.
They tell you how old are they in the market, they show you all the services and products they have. They tell you the results that they will deliver. But most of them are confusing because they all tell the same stories.

Most people do the same in our business.
They show people how good they are. They show all the fancy credentials that they have. Even in the latest job market, many employers don’t bother too much about credentials. In business, except a few professions such as Doctor, Lawyer, Pharmaceutical etc. customers don’t even want to know your credentials. When you open most of the websites, you will find a lot of companies tell what services they offer and what results they offer. Again, the internet is a crowded place.

Everyone is showing themselves as an expert.
They make crazy claims and some of them are scams too. Your customers get confused by this noise. They can’t decide to buy from you.  We don’t sell what we think we are selling. We are not selling credentials. This is why many professionals struggle to run a business because they believe their credentials will automatically run the business but they don’t matter much. We are not even selling our expertise because nobody trusts us before they try us.

The customers hear a lot of people telling them the services and results.
The customers are tired and want to protect their hard-earned money from some scammy business person who gives big promises and don’t deliver the results. So, the customers become alert when someone tries to sell to them. So, what we should be selling instead? Let’s find out in the second part, shall we?

When you have a toothache, you can’t think of any other pain in the world.
Last year, I visited my dentist because you know why. I had a toothache. And the dentist investigated and told me that I had to get rid of a wisdom tooth and also a tooth requires a root canal treatment. 

A root canal procedure sounds scary to me.
I tried to convince my dentist to do something else that is less painful. But he was quite firm on his advice. I didn’t want to go through the pain. The dentist told me the really bad consequences of not doing the root canal treatment. I asked about everything that he was going to do and I was even more afraid.

On the other hand, it was required to go through dental treatment.
He showed me some videos and pictures to convince me. None of his arguments convinced me.  Finally, he said something that convinced me immediately without scaring me or pushing me. He said, “Put your trust in me. I will take care of your worries. I will do the work that you want me to do and I will do well.”

The treatment went perfectly well.
The only thing that he convinced me is to allow him to do the work was just a few kind words. This is exactly what we need to do when we sell. What we think we sell is not our credentials, qualifications or degrees. We think we are selling our expertise and services but we are not. We are not even selling our results.

What we really sell is something that most people do wrong.
We are selling confidence. People will buy when you are giving them the confidence that your product is right for them and you are going to serve them as they expect. People are not too sure if your product or service is right for them. You can give the assurance that they are in safe hands. When you have the best interest about them in your heart, they can feel it.

People don’t know if you can deliver the results.
You need to tell them you have control from the beginning to the end. Give them the trust to allow them and give them the assurance that you care for them. They do not want to hear anything else when you give them the trust of doing the work. You need to create a safe zone if you are providing the service. So, don’t sell the credentials.

Your expertise, services and results are good to begin to convince. But more importantly, sell them the confidence, certainty, and control you have over the work from the beginning. They will buy from you when you sell your trust and care.

The One-Liner Report:

Why Customers Don’t Listen? – How to get them to listen to you with your One-Liner?

This report will show you how to explain your business in just one-line so that your customers listen and understand you as quickly as possible. Click on the button below and get a detailed ‘The One Liner Report’. It will take only 15 minutes to read.

We know our product should be of good quality. But what if we simply don’t have the resources or ideas to create the best product?
The most important reason for people to buy is not always the best product. Still, people focus on improving the features and benefits. And they even try to make it more beautiful.

So, how to sell our product when we don’t have the best product in the market?
In this podcast, you will know how people will buy the average or bad product for some reasons. You will also find out the exact framework that can help you to design the product and marketing message without worrying too much about whether it’s best or not.

Right-click here to save this episode.

How people decide to buy candles?
Well, they just buy because it’s not too difficult to decide. Let’s say, one candlemaker says that he only uses the best wick and the finest wax in his candles. He sells a few dozen candles. Obviously, because he uses the best ingredients.

But can you believe that someone of poor quality can sell hundreds of candles?
Yes, it’s possible. There is another candlemaker who makes candles that are not as good as the best one like the first one. He makes candles for prayers only. It’s the candle that people use while praying. Even if his candles are not as good as the first candlemaker we talked about, he could sell thousands of those. Because he sells the purpose behind candles.

Selling purpose is a lot more effective than just the best product.
Most people can’t believe it. People work on improving the products. They add new features and make it beautiful. What they actually need to do is to connect the product to a purpose.

Almost 95% of the new products can’t sell.
It’s because they don’t focus on the problem the customers want to solve. If you read the book ‘offer craft’, you will find how the problems are very important in developing and selling the product.  In this podcast, we will talk about 2 things that will help you to sell the product even if you don’t have the best product.

1. Know the reasons to buy
2. Knowing the motivation to buy and not to buy
3. A simple framework to know the reason and motivation

Let’s dive in.

Almost 40% of people who go to McDonald’s in the morning, they buy only one thing.
It’s Milkshake. They found out when they have done a survey to improve the sales of their milkshake. They asked people of different age groups in a different locations about what they liked about milkshake and how can the milkshake be improved. They asked the customers whether they want the milkshake to be more creamy, chocolaty or fruity.

So the customer said what they wanted to say.
And the problem with the survey is that it can be wrong and that’s exactly what happened with McDonald’s. They listened to the customers and improved but the sales did not increase. A consultant called Clay Christensen and his team at McDonald’s did something interesting. He along with his team went to McDonald’s and for 18 hours straight. He just observed people who come to McDonald’s. He asked himself a question: “I wonder what job people ‘hire’ this milkshake to do?”

The concept of the ‘Hiring’ product is interesting.
It was developed by Clay Christensen who was hired as a consultant by McDonald’s. He found the theory called “Job to be done”. Instead of thinking of buying a product or service, he says that people are ‘hiring the product’ to do a specific job.

When you know the reason for ‘hiring the product for’, you can then improve the product better.
So, when Christensen asked himself, “I wonder what job people hire this milkshake to do”, he learned something interesting. He found that almost 40% of people buy milkshake in the morning. And interestingly, they just buy the milkshake only and nothing else. He found that people who buy milkshake in the morning are the people who have a long work commute and he wants to consume something that is not messy and will keep them full till lunch. They were not buying any other breakfast products but milkshake only. They understood the reason why people were ‘hiring milkshake’. So, they created a thicker milkshake with more fruit in it. It worked and the sales increased rapidly.

People buy for a reason.
You need to find out the reason why people hire your product, instead of buying your product or service. People ‘hire’ the product to do a specific job. Many times, the job is only for a few minutes or hours only. If you understand what job the customer hires your product for, you can improve your product or service tremendously. Now, let’s find out the motivation for people to buy and not to buy

What would you think when you want to move to a smaller house.
A builder based in Detroit was selling houses and flats to people who were moving to a smaller place. There can be people who are retired, divorced singles or people whose some of their family members have moved to a different place.

The builder did everything to improve the product.
He added beautiful things to the house. From Tiles, kitchen, the bathroom to windows, he made sure his house looks more beautiful than his competitors. He also offered at a similar price to other houses around. But still, he struggled to sell. His team was efficient in replying to the queries of potential buyers. But nothing changed significant.

They hired a consultant called Bob Moestra.
Bob asked some of his previous buyers about the reasons for buying the property from this builder. And he was surprised by the response. He did not expect the reason for people moving to the smaller place. 

The reason was something nobody could think of.
People chose this builder’s property only after knowing how they can fit the old furniture into the smaller house. They didn’t want bigger room or more rooms. Bob Moestra even asked the builder to raise the price. And against the high price, he offered free moving services and two years worth of storage for free. And the trick worked. When the sales of the entire industry went down to 49%, his sales increased by 25%.

Most of the time, people don’t buy for the reason what we believe is true.
You will be surprised by the reason for buying from you when you talk to them. Even if you have at least one customer, still ask that customer why they chose you. Now the question is how to find out the reasons and motivation to buy? Let’s find out.

As we discussed earlier, people buy for a specific purpose.
If you want to know why people buy, you need to walk in their shoe and it’s not possible when you are thinking of them sitting on the couch. When you talk to them, they explain their purpose, reason and motivation to buy in a specific pattern. It was designed by Paul Adams from the company called ‘Intercom’. It helped his team to design the feature and packaging of their product.

It’s “When ____, I want to _____, so I can______.”
Here, ‘When’ refers to the situation or the trigger. ‘I want to’ refers to the motivation and ‘So I can’ refers to the outcome. Let’s look at the example of what we have already discussed in this podcast episode.

In the example of McDonald’s, we can say, “When I’m commuting, I want to drink a thick milkshake, so I can drive and drink my breakfast without being messy and keep me full till lunch.” In the case of the builder of Detroit who sells houses to people who wants to move to a smaller house, we can say, “When I’m moving to a smaller house, I want to make sure all my old furniture is taken care of, so I can move my the things without stress.”

So, find out the reasons and motivation of your customers.
Listen to this podcast again to understand the various examples we have discussed.  What is the purpose of people who buy from you?

What outcome they are looking for after buying your product? Ask people why they choose you and more importantly, when exactly they decide to buy from you. 

The One-Liner Report:

Why Customers Don’t Listen? – How to get them to listen to you with your One-Liner?

This report will show you how to explain your business in just one-line so that your customers listen and understand you as quickly as possible. Click on the button below and get a detailed ‘The One Liner Report’. It will take only 15 minutes to read.