Maslow’s Hierarchy of Needs, Tony Robbins 6 Human Needs, And More…
Before we dive into Maslows Hierarchy Of Needs, we recently posted a sales training about being a Sales Champion. If you’re like us then you know, Champions like to win.
I’ll simply start by saying there is a ton of information you should learn that is written in this sales training blog post. These are key insights for relationships with people and communication in sales. So if you are in the sales or business this post is most definitely for you.
That being said, we went above and beyond what Sean has shared in the video for you adding to this post on the FlowChat blog a mega list of amazing Human Needs as outlined by Sean Malone, Tony Robbins and Maslow.
Is it okay with you if I share the 8 Things EVERY Prospect Wants only after I also share some key insights that I think would be helpful for you? Is that okay?
Awesome. Let’s dig in.
Sales Tips That Serve The Human Needs Of Your Prospect
Sales require people, and “to sell is human.” Daniel Pink is the author of the book To Sell is Human. In the book he explains everyone is in sales, whether they realize it or not. People are selling in all aspects of their lives. But, if you want to be a C.H.A.M.P.I.O.N. in sales… Then how do you get a good read on people without knowing a whole lot about them?
Even more important… How can you as a sales professional learn about your customer? Especially when listening to pick up on things that indicate or when they reveal information that you can apply to serve the prospect in the sales negotiation or presentation?
It helps to first know Maslow’s Hierarchy of Needs and Tony Robbins’ 6 Needs before we get into assessing the process of what 8 Things Every Prospect wants to have.
Maslow’s Hierarchy of Needs
Maslow has 5 needs. Each need is stacked in layers with the base being the largest and the top layer being the smallest size point. Each “human need” makes up 1 layer in Maslow’s chart, totaling 5 needs and 5 layers. There are also 3 Categories or types of Needs, which are classified by Maslow as: “Basic” needs, “Psychological” needs, and “Self-Fulfillment” needs. These 3 types straddle one or more “human needs” layer in Maslow’s Hierarchy of Needs chart.
Maslow’s 5 Hierarchy of Needs:
- Physiological Needs: People need basic necessities like: food, water, warmth, rest, shelter
- Safety Needs: Humans need to feel they are safe and secure, including some level of stability
- Belongingness & Love Needs: Intimate relationships and friends require both to be sustained, shared, enjoyed, and fruitful for all involved. Spread the love!
- Esteem Needs: People like to be recognized and to be a part of something bigger than themselves. Think recognition, prestige, feeling of accomplishment, significance, sought after by those around you for advice. These people are the natural born leaders. People tend to trust these people more than ones that lack this trait as their most dominant need.
- Self Actualization: Winners achieving ones full potential including creative activities are self actualizing their life.
Before we continue. let’s quickly recap: Maslow has identified our first 5 Human Needs to be recognized in your next sales or relationship conversation: Physiological, Safety & Security, Belonging & Love, Esteem, Self-Actualization
Sales Training Perspective:
How can you as the sales professional identify these needs in your prospects? So you can address & serve the proper needs they are seeking to have met, and exceeded?
Tony Robbins – 6 Human Needs
Next, let’s have a look at Tony Robbins who has also identified 6 Human Needs:
- Certainty
- Uncertainty/Variety
- Significance
- Love & Connection
- Growth
- Contribution
Sales Training Tip:
One simple tip to remember Tony’s 6, is to think of them in pairs:
- Certainty and Variety
- Growth & Contribution
- Love & Connection
- Significance stands alone
Recognizing each of Tony Robbins’ 6 Human Needs, every human has one of the 6 as their primary. Which is the most dominant & most important need to them. The reverse is also true, of the 6 Human Needs every human has one in their mind that is the least important to them personally.
Which of the 6 human needs drives you?
- Is it certainty?
- Variety?
- Significance?
- Love & Connection?
- Contribution?
- Growth?
Once again, there is another potential AHAH moment here as we realize that these perspectives bring insights forward into understanding what motivates people. In other words, what drives them? We can also begin reading people and their personalities through the lens of these human needs, as we identify them.
Anyone in a relationship with another person that understands these needs identifiers can do a much better job meeting the needs of their partner. They can also can do a far superior job understanding the other person on a deeper level. Seeing what drives them most and what they find least important in life can be reflected in their ability to recognize these human needs in people. The same goes for personal relationships and business relationships.
Humans have needs, and now you know what the 11 identified can be classified as. Plus you know how to spot one when it presents itself in conversation.
Continue to the second part of this post to learn the 8 Human Needs Sales Prospects Have
