Each person has their own unique motivating factors for how and why they make decisions. Knowing how each person is motivated is the gateway to authentic connection. Some people move towards what they do want. Some people move away from what they don’t want. At a deeper level, that decision comes from either the internal or the external influence. It is your responsibility as the sales professional to understand the difference and to figure out how each person is wired. It all starts with one question: “What is most important about your.....”