“Needs vs Wants?
Both Are Important!”
A true story of
As a rookie auto
salesperson, I had the opportunity to assist a young couple. Since
they were expecting their first child, he shared that they needed
more room and four doors. He said they wanted either a small
station wagon or a midsize sedan to replace their two door economy
car. Two hours later they still had not make up their minds and
left. They were to get some lunch, and come back with their
afternoon, I called and spoke to the husband. He shared they had
bought a two door Pontiac Grand Prix with a sunroof. I inquired
about why they chose something so radically different. He stated
that, as they drove away, his wife told him that she was not ready
to buy anything that reminded her of her mother’s car. So, they
bought a sport coupe with a sunroof.
taught me several important lessons:
Needs are based on logic. Wants are based on emotion. Almost
always, emotion trumps logic in decision making. Spend more time
discovering the client’s emotions in order to serve them
When working with a couple, remember that women make almost all
major family decisions. This is true with vehicles, housing,
schooling, medical needs, etc. I mistakenly asked questions of the
husband without encouraging the wife to participate in the
discussion. Always assume that the woman makes the final
In order to discover the “real” reason they did not buy; I should
have asked the wife a combination of three “bridge questions” to
unlock her real objection. These include: “In addition
to” what we discussed, what else would keep you from
buying? “Other than” whatever she answered, is there
any other issue that we need to discuss? “Assuming
that” we agree on all points, are you ready to
By addressing their wants and needs together, I could have made the
sale. The other salesperson saw that they needed more room for a
growing family. And, that she wanted to express her own youthful
style apart from her mother. He solved both, so they bought from
him, not me.
When a sale is missed, it is almost always the fault of the
salesperson, not the buyer. Learn from it, improving your skills
while you become a more service oriented professional.
I sincerely hope
that you will learn from my rookie mistake.
That is today’s
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Morning Minute 12/12/23
“The Power of Meaningful Work vs Quiet
As a leader, trainer, and author, I have encountered both the
positive effects of “Meaningful Work” and the detrimental
consequences of “Quiet Quitting.”
Let’s examine each.
Work is much more than earning a paycheck. It provides you with an
opportunity for growth, self-expression, and contribution. Zig
Ziglar shared, “You were born to win, but to be a winner, you
must plan to win, prepare to win, and expect to
Meaningful work provides real, significant benefits for individuals
who align their talents, passions, and values, with their
occupations. These include…
We have an inner desire for growth and improvement. Brian Tracy
shared, “The more you seek security the less of it you have. But
the more you seek opportunity, the more likely it is, that you will
achieve the security you desire.” As individuals find purpose
in their work, they develop a deep sense of fulfillment and
Meaningful work provides people opportunities to develop new skills
and expand their knowledge. By embracing work as a tool for growth
they set themselves up for advancement as they remain relevant in
an ever-changing world. John Maxwell shared, “The greatest day
in your life and mine is when we take total responsibility for our
attitudes. That is the day we truly grow up!”
Meaningful work creates opportunities to serve others. Tony Robbins
shared, “The secret of success is learning to use pain and
pleasure instead of having pain and pleasure use you!” Working
to benefit others brings both personal satisfaction and a greater
sense of purpose.
Quiet quitting, on the other hand, describes a state of personal
disengagement as one checks out mentally while still being
physically at work. This fosters negative effects for both the
person and the organization. These include…
Stephen Covey once shared, “Accountability breeds
responsibility.” The lack of motivation and enthusiasm of those
who quit quietly, leads to reduced productivity and a negative
workplace culture for the entire team.
Without the drive to learn and improve, those who quit quietly have
no job satisfaction and earn very few promotions. Jack Canfield
shared, “Don’t worry about failures. Worry about the chances you
miss when you don’t even try!”
In summary, working with meaning and purpose, while avoiding the
trap of quiet quitting, unleashes your true potential. Thus, do
your work with passion, creating opportunities for growth, as you
make a lasting difference on the world around you!
That is today’s Morning Minute.
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