How To Use Metaprograms To Leverage The Sale

As a professional sales person, your livelihood depends directly on your ability to help your customers identify the problem they are facing, provide a potential solution to that problem, and getting them disturbed and motivated enough to take action and move forward with your solution. One highly effective way of motivating someone to take action is to understand how they make decisions and process information, also known as their metaprogram. There are a number of different metaprograms, but one of the most powerful ones is whether they move towards something, or away from it. Here’s how to use the “Toward or Away” metaprogram to motivate someone to move forward in the sales process:

Step 1 – Identify What Motivates Them

The first step to leveraging this metaprogram is to find out if they like to move towards something, or move away from something. You can do this by asking a simple question such as, “What are you looking for in a solution to your problem?” If they answer this with something that they want, or something that will bring them pleasure, they are a moving towards person. If they tell you want they don’t want, or what their fears are, they are an away person.

Step 2 – Use The Right Frame

Once you know if they are towards or away, you can frame up your solution in that context. For example, if they are a towards person, tell them all the great things they will gain by moving forward. If they are an away person, focus on what it will cost them if they don’t move forward.

Step 3 – Using Both To Create Massive Leverage

Most people are away people, and will do more to avoid pain than they will to gain pleasure. So, one thing that you can to create even more leverage with someone is to frame things up first in their primary focus, and then leverage the other side of the equation as well. By using both, you’ll create even more leverage and motivation to move forward.

By understanding your prospects toward or away metaprogram, you’ll be able to frame things up for them in a way that connects with them and motivates them to move forward. Add this simple tool into your sales bag, and watch your sales grow!