Are intentions as critical as all that? “Why” is the foundation for all exchanges of any kind. One may offer you a glass of tap water from your house. But suppose a large green being with three eyes offers you a glass of water. Your first question is “Why is this being offered?” Any offer is preceded by a “Why.” You won’t even drink from your own faucet unless you have trust in the source.
But Chuck, what about new and exciting products?
Would you like to drive a Tesla? You have to trust that it’s supported. If you don’t trust the seller to support your purchase, then you have a very hard sell. If I have a battery powered car with unlimited power free charging stations, that’s awesome. But will it always be free? Recently the policy has changed and new owners will pay for charging. But before you hand over any money or even buy one for the free charging, you’re going to wonder “Why is this guy doing this?” Before any exchange happens, you will answer the WHY first, every time.
When your mother “sells” you on something, and you buy into it. (Assuming you have a good relationship with her.) The price can be high, or the price can be low. It can be useful to you or not. It may just be her opinion. But likely, you’ll buy it. You’ll have a personal “why.”
The neighbor couple stops by with their kids in scout uniforms. The child holds up a pizza. They are fundraising for the scouts. You don’t eat pizza but you buy this one. This is marketing. There is a hidden “why” you are buying it.
But if we don’t trust them first, they won’t be able to even give us stuff for free.
Suppose a man steps out of a car as you are walking down the street. He is about your age, the same race; he may even look a bit like your cousin, and he waves and smiles. He says, “Excuse me, but I am interested in that overcoat and hat you are wearing. Would you take these car keys for those items? It’s a newer model Tesla, but I really am in need of a hat and overcoat like you are wearing.” Do you exchange with him? Or do you turn down the offer for lack of trust? You are very suspicious.
These examples illustrate that Trust-In-The-Seller rules every exchange. If you trust the seller enough, you will buy anything they offer. Conversely, if you don’t trust the seller, there is nothing they can say that will convince you.
Suppose you have a great, amazing product. Will the reason or the “Why” have any influence at all?
Suppose your co-worker sells you “miles” they are going to run, or your friends sells you on a ride to the hospital with perhaps a “Thank You” in exchange. Would you give your kidney to a stranger at no cost to them? Perhaps we would.
If the “why” is too weak…then I will not buy your motive or what you are offering.
But if the “why” is strong then I’ll buy your motives plus anything you offer.
But “why” is always the first question answered, in every case.