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Content

TCF1117: Stop Selling Projects. Start Finding Motive.

⏱️ 16:39 🎤 Tim, Derek
AUDIO EPISODE
TCF1117: Stop Selling Projects. Start Finding Motive.
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Chapters

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  • 0:40
    What is Motive?
    Motive is the underlying reason people want things done, essential for any interaction and the first step in the Shin Fu method.
  • 1:46
    Shifting Perspective on Motive
    The guest explains how his understanding of motive evolved from personal motivation to a deeper process of extracting and understanding others' needs.
  • 3:28
    Asking Open-Ended Questions
    Instead of asking 'why,' which can sound accusatory, use open-ended questions like 'when, where, how, what else, and who' to encourage clients to share more.
  • 5:48
    The 70/30 Rule in Practice
    Allowing clients to speak 70% of the time by actively listening fosters trust, makes them feel heard, and helps uncover their true motives.
  • 8:20
    Client Dialogue Examples
    Examples show how simple phrases like 'How are you hoping I can help you?' or 'I'll be quiet for a few minutes' can open up clients effectively.
  • 15:47
    Pain and Pleasure Motivators
    The two core reasons people buy are to move away from pain or towards pleasure, often a mix of both, which contractors should identify.
  • 18:59
    Capitalizing on Client Motivation
    Respond quickly to client inquiries when their motivation is highest to leverage their immediate need and desire for solutions.
  • 20:09
    Overcoming Sales Fear
    Genuine curiosity and listening reduce the need to 'impress' clients, making sales conversations less intimidating and more productive.
  • 24:01
    Involving All Decision-Makers
    Ensure all parties involved in a project decision are present during consultations to avoid wasted time and facilitate a smoother process.
  • 35:19
    Motive in Hiring
    Applying motive-generating questions to hiring interviews helps understand candidates' true intentions and alignment with the company.

Speakers

T
Tim
Host
D
Derek

Key Takeaways

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Always seek to understand the client's underlying 'motive'—the pain they want to solve or the pleasure they seek—before presenting solutions.

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Utilize open-ended questions (e.g., 'how,' 'what,' 'who') and avoid 'why' to encourage clients to share more without feeling interrogated.

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Practice the '70/30 rule,' letting the client speak 70% of the time, to build rapport and uncover deeper needs.

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Respond promptly to inquiries, as clients are most motivated when they first reach out.

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Involve all decision-makers in initial consultations to prevent miscommunication and accelerate the sales process.

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Approach conversations with genuine curiosity, asking questions like 'How are you hoping I can help you?' to make clients feel heard and valued.

✦

Apply motive-finding techniques not only to sales but also to hiring and other business relationships to foster better understanding.

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