| Money Motivates |
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So, What's So Great About Money? According to behavioral scientists, money is not as important as incentives to people as other non-monetary factors. They say that goals, decision making ability, feedback, and recognition are more critical factors.
To that, we in sales say, "double baloney". Money is THE medium of exchange. A study of 2,500 employees found that the number one factor for working varied, but the number two that consistently came up was the almighty dollar. In addition, those people who are paid well, contingent on performance, as most of us are paid in sales, then it encourages workers to generate higher levels of effort. So what if your compensation has been, well, "adjusted" recently? Are you still working as hard? The best salespeople I know, and that's a lot of them, tell me that they are working HARDER than ever, not just for the money, but for the satisfaction that they can beat this down economy. After all, customers are still buying for the most part, and it's a question of from whom. Consider the Provocative Selling techniques, which are rapidly becoming more prevalent with salespeople (and customers) today. Here are a few tips for you to adjust your style to become more provocative and get more sales: 1. Develop a provocative point of view and present it to a top executive. By YOUR identifying a critical issue and presenting it, the executive will see that "yes, indeed" this is a problem for them that requires immediate attention. 2. Focus on referrals-based marketing to get to the C level exec. Use all the tools at your disposal--contacts, LinkedIn, Facebook, networking at events, and pull out all the stops. Focus. 3. Demonstrate your company's credible source of expertise in the area. If you have a younger company, share how your employees are experts in the topic by focusing on their backgrounds. 4. Communicate your original point of view on the topic, or no senior exec will give you enough time. Practice your position and be prepared to deliver in a succinct manner with documentation. 5. Always share the business case and then provide technical proof that you, and only you, can best solve this issue. There you go with a few ideas of how to use provocative selling to reach your goals. Your MONETARY goals, because, yes, Virginia, we DO love money! (c)Renee Walkup, All Rights Reserved, www.salespeak.com, 678 587-9911 |
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