What propelled you out of bed this morning to get dressed and complete another day of work? It may be having the peace of mind that your mortgage will be paid, your family will be provided for, or simply knowing you can afford nicer transportation. Maybe your motivation goes beyond paying the bills to reaching a professional goal that you have set for yourself. In either case there is enough driving force to cause you to go to work each day. The same thing is true in sales. As a salesperson you have some sort of motivation steering you. Is it a powerful motivation to become a top salesperson?   Internal Motivation Are you the type of salesperson that is self motivated? If so, then your driving force comes from yourself. You possibly have certain goals set in order to reach a level of success in your career. Some salespersons analyze the annual goals or other long-term goals well enough to then set and accomplish daily goals to close a certain number of sales or to generate a specific number of leads. This could be for the betterment of their career, or because they genuinely care about the company and want to be a part of reaching company goals. If you are internally motivated, you may utilize internal factors such as instinct, knowledge and confidence to lead you through a sale. While it is good to use your internal strengths, it is also important to compliment this method by using external factors to motivate the prospect. These include things which are important for the client to understand, such as how the offering will affect their bottom line, and how soon they will need to act in order to take advantage of a special promotion. The more motivation the prospect has to purchase, the sooner the decision to purchase will be made. Remember that there is a line which separates motivation from pushiness. Motivation will help you make the sale, while pushiness will drive the prospect away.

How do you add value to your clients? Focus on your key market differentiators, your marketing and customer communications, and consistently make steady forward progress. Competition for all business segments is increasing and highly volatile. Stay proactive and well-grounded. Click to learn more. - Max If you received this from a friend and would like your own subscription, enter your email in the box below.   SFI has free white papers on effective sales pitches and designing top performing sales teams available at our website.

Some salespersons are motivated through external factors. It could be that reaching a determined sales level will earn the salesperson some type of recognition in the office and in the industry. Perhaps the salesperson is looking forward to getting a promotion, gaining a raise or is driven by commission. There are additional perks and benefits that drive the externally motivated salesperson to perform at a top level specific to each company and circumstance.

The external factors mentioned carry over into the way you deliver the sales message. As an externally motivated salesperson, you could tend to rely on external factors that relate to the offering such as uniqueness and price, instead of matching your sales message to the client's personal ideas of value and their emotions which are tied into the buying process. It is good to use the external factors of the offering to inform the prospect, but it is also important to discover your internal motivation and use it in your sales meetings. The internal motivation that has been earlier discussed will help the client see that you are confident and knowledgeable about the prospect as well as the offering. It will give the prospect more confidence in you. This will in turn make the client feel confident about the decision to purchase.

Each type of motivation serves as a compliment to the other. If you understand what type of motivation predominantly drives you, then you can better integrate what each adds to your sales strategy and improve your sales message to motivate the prospect to purchase.

Let us help to get your juices flowing and improve your sales performance! Sales Focus has developed a proven method to find out what's really behind your sales performance - our One-day "Sales Focus Workout" will make you sweat!

Through a series of initial interviews and analysis, we will gather the key people in your organization for a round table workout session focused on discovering issues revolving around weak corporate performance and formulate a plan of action for resolution.

We will evaluate the following six key ingredients that are essential to every organization’s success.

1. Culture - How is Sales viewed within your company? What do your vision and mission statements say about sales?

2. Process - Is your sales force strangled by too much process or has management lost control and new processes need to be developed?

3. Communication - Is your organization laid out for effective communication internally and externally to meet customer demands and expectations?

4. Revenue - Are you meeting your current revenue goals? Do you have a "tactical revenue generation" plan in place to fix the problem?

5. Motivation - Are the incentive plans in place to help your organization meet the goals of the company? Have the training programs been launched?

6. Personnel - Have you made the right decisions in hiring? Are your skill sets aligned with job requirements? Are compensation plans actually holding you back?

Through years of experience, Sales Focus has developed a series of steps, processes and procedures that will identify the unique six key ingredients for your success.

Now through our one-day workout session your company can identify the problem areas and develop solutions that will get your company back on the path to success!
 

What is YOUR sales Challenge? Ask Max the sales questions you want answered. Ask Max.

About Sales Focus Inc. Sales Focus Inc. is a consulting, training and outsourcing company that focuses strictly on sales. We help our clients during these difficult times to take business away from the competition. In down economic times, focused companies will not only survive, but also thrive! We offer cost containment and profit enhancement solutions. Profit enhancement is a different mindset than cost cutting. Cost cutting means doing less of something; profit enhancement implies doing more of something that will boost the bottom line. We represent the concept of focused profit enhancement solutions.

Sales Focus is driven towards a single goal: "Generating Immediate Revenue for our Clients!" Whether it's implementing our S.O.L.D. Methodology, Developing Specialized Training Programs or Launching an Outsourced Sales Force, we remain focused on the goal of TACTICALLY GENERATING RAPID REVENUE.

For more Information or to see if we are a good fit with your company, contact us directly, 866.840.8305 or 410.442.5600, send us an email at info@SalesFocusInc.com or visit our web site: www.SalesFocusInc.com. Request a free white paper while calling us or visiting our website.

Sales Focus Inc. 3210 Florence Road, Suite B Woodbine, Maryland 21797 P. 410.442.5600 F. 410.442.5102 Toll Free: 866.840.8305 URL: www.SalesFocusInc.com