Are you a Motivated Sales Professional?
27 April 2008 8:58 am Sales Coaching
If yes, you know why you are going to work. However, when I ask sales professionals around the world why do you go to work…
I always get the same answer – Money.
Most people think that motivation and money are the same. They are not.
Motivation is defined as a motive to act.
What gets you up in the morning, why do you go to work? It is more that just the money.
In sales, motivation is usually external. External motivation is never-lasting. It is temporary and will not last long. Money is an external sales motivator. If I give the sales professional a bonus this year, the motivation will last for a while, but will die off. Also, the sales professional’s expectation for next year will be a higher or bigger sales bonus.
I give you a carrot and then you will want a bigger carrot.
Sales motivation should be internal. Internal sales motivation is everlasting. However, you need to work on your questioning techniques to get to your true form of sales motivation.
To discover internal Sales motivation, the best questioning sales training from the Velocity Sales Training System, a non-traditional sales process, is the Rule of 3+.
The Rule of three plus is used because most sales people do not really take the time to get to the truth. The first answer is never the truth. The technique is to question the answer, question the answer and continue to do so, until you get to the truth.
The Bottom Line: Go deep, and get to the truth. A.S.K. more to learn more!
April 27th, 2008 at 9:19 am
[...] Hamad Zainudin wrote an interesting post today onHere’s a quick excerptThe Bottom Line: Go deep, and get to the truth. ASK more to learn more! What does ASK stand for? Leave a comment to ask Bob… Tags: sales strategies, effective time management skills, sales coaching, team building skills. ShareThis. [...]
April 30th, 2008 at 12:20 pm
Thanks for asking Hamad. A.S.K. stands for ask and you will receive, seek and you will find, knock and the door will be opened.
First you have to ask yourself what you want out of life, then you can go seeking it. It is in the seeking that the doors of opporunity come in front of us, and then all we have to do is have the courage to ask, or knock and it will be opened.
Bob