W-I-I-F-M: The Simple Question That Drives Success in Sales, Leadership and Life!
Published on January 30, 2025
Yesterday, I was at my puppy’s trainer, who was actually training me. He said, “Ron, when you are trying to get a puppy to learn a new skill, you must immediately give a worthy treat upon successful completion. Immediate reward is your path to teaching a puppy new skills and behaviors.”
Well, the same principle applies to humans.
Whenever someone asks you to buy into an idea or product, your immediate thought is, W-I-I-F-M—”What’s in it for me?” You want to know what you’ll gain if you participate in the request.
In sales, monetary incentives include commissions, bonuses, profit-sharing, etc. But watch out—the biggest mistake management makes is thinking money itself is the ultimate motivator. It’s not. Money is merely a means to provide other forms of incentives. It’s a form of recognition and a vehicle that allows the recipient to make whatever dream purchase motivates them to perform at a higher level.
There are also non-monetary incentives, like reward programs, loyalty programs, career development opportunities, and—thanks to COVID—flexible or remote working conditions. Psychological incentives, such as appreciation, praise, a sense of belonging, and purpose-driven rewards, are equally powerful.
As a top sales consultant and keynote speaker, I know the concept of incentives isn’t new. What is new are the innovative incentives being offered today that are more relevant and appealing to both employees and customers.
If you are using incentives, remember the cardinal rule of a great incentive: it must be significant enough to motivate and reward meaningfully, it must be relevant to the times, and it must align with the behaviors you are trying to instill or enhance.
So, whether you are training a puppy or motivating an individual, always include upfront what they will gain from doing what you are asking. They are asking themselves, W-I-I-F-M—what’s in it for me?
Ready to motivate your team to perform at the highest level? Let’s craft the perfect incentive strategy tailored to your goals. Schedule your FREE strategy call today! https://calendly.com/ronkarr/30min
Posted in Top Keynote Speaker, Top Sales Consultant, Velocity Mindset and tagged Top Keynote Speaker, Top Sales Consultant, Velocity Mindset
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