Get More Buy-In

In my previous life, I was a History teacher.  I had one student named Gavin.  Gavin was a turd. Every teacher struggled with how to motivate him.  One day I was sitting with his mom and I said "tell me, what makes Gavin tick?" She said "praise him in front of others and you'll own him."  

The next day, he walked into class and I asked him to help me rearrange some desks.  As soon as everyone was seated I said, "I want to thank Gavin... he really showed leadership today and stepped up. What a rockstar! We are able to do this fun activity today, because he got it ready."  

From them on, Gavin was my best friend...had A's in my class, always asked how he could help.  It was one of those pivotal moments in life when I realized, you have to ask the expert.

It's no different in sales and leadership. I work every single day with sales professionals  and leaders who are stressed and I'll ask them, "what makes your buyer, or what makes your team member tick?" 

Knowing what motivates people is the most powerful way to inspire them.  We have to inspire based on their desires, not just our own.  

Learn the desires of your people and you'll have a better chance of getting the buy in that you need.