You might be encouraging your team to work harder by promising them a higher salary, provided they show results. Some managers promise better growth while others promise lesser work pressure in the future. But when a manager offers something, he is showing the carrot which is a carrot to the manager.
You promise promotion, your team might be looking for frequent appreciation.
You are offering a better salary hike but team members might be seeking better work culture.
You are offering stability however a team member might be seeking new challenges outside the current domain.
You might be offering daily challenges but the team might want to specialize in one particular focus area.
People promise things that they like. This carrot approach is botched up in nearly all the appraisals systems in nearly all the companies. Companies define a framework for their people and decide what the carrot is. Appraisal frameworks generalize the things but carrot is highly specific to an individual.
The same applies to the products and services you are offering. Your product is class apart functionally but your customers might be more inclined towards its exterior looks. Your product is good for showoff but your customers might love a more economical product. You give some service economically but your customers might be more interested in easy availability.
Find the carrot of the person you are talking to and then talk in terms of that carrot.
PS: This post was originally posted on hoodasaurabh.blogspot.com