Brian Hix is the author of “The Tinderbox Tapes”, an inspirational novel. He regularly keynotes at industry events and always has an interesting take on our industry and how to motivate reps and clients. In a recent article titled “Drink Fool” he gives us his perspective on how to motivate our clients to take action.

From Brian Hix:

“You can’t force a horse to drink, but you can encourage him. Here’s some food – or drink- for thought:

1. Tell A Good Story- Work on your storytelling skills. You don’t just pop open a brochure and hit them with dollar amounts. No one thinks they are going to get sick or hurt, but when you tell them about someone who did, they can relate.
2. Say it Well – Don’t assume that the presentation that worked with one person will work on another. Learn how to read body language and adjust how you say and what you say.
3. Rely On the Power of Emotion – A word is not just a word. You don’t have to cry at every presentation, but don’t be afraid to tug on those heartstrings a little.”

I don’t know about you…but I am thirsty…