On Sales Motivation
by Jacques Werth
Jacques Werth is co-author of
HIGH PROBABILITY SELLING Re-Invents the Selling
Process,
which reviewers have called a "new paradigm of sales."
We recently
had a party at our house. At the party was my oldest
son Russ, who's a very successful carpentry contractor.
Also, nephew Jimmie, who's a subscription salesperson
for a large circulation sales newsletter. As if
it's not bad enough that there's a competitor in
our family, Jimmie's never read my book.
So Jimmie was
telling Russ that his newsletter provides a lot
of motivational stuff for salespeople.
Russ:
"What do they need that for?"
Jimmie:
"So they'll feel enthusiastic and up to getting
out there and doing a good job."
Russ:
"I wake up in the morning every day knowing that
I'll get out there and do a good job. That's what
I get paid for.
Jimmie:
"Yeah. But, if you were motivated maybe you'd do
a much better job.
Russ:
"Not likely. I'm already one of the highest priced
carpentry contractors in the Delaware Valley, because
my work is so good. Why can't salespeople do that
without motivation?"
Jimmie:
"I don't know.
Russ:
"Let's ask my dad."
Dad:
"Russ, when you go out and do your jobs you use
the finest tools available. Suppose you had to use
a wedge of cheese to hammer nails. Then, you'd probably
need a lot of motivation to go out and do a good
job every day. The sales methods that salespeople
are taught to use are about as effective as hammering
nails with a wedge of cheese. The reactions they
get from their prospects and customers are often
rejection and scorn. That can be discouraging and
depressing. That's why salespeople regularly need
external motivational support.
The only other
professions that use motivational training to any
large extent are law enforcement and the military.
What do you think they have in common with selling?"
Jimmie:
"Maybe I will read your book."
