The Master Motivator

In sales, the act of motivating people is one of the most common problems that you may face. There are two kinds of motivation: motivation of employees and motivation of customers. The two may appear similar but have critical differences.

Motivation of customers

For you to sell your product, people must have the motivation to buy it. When selling, focus on what your product can do that others can not. If they did not want the product at all, your prospective customers would not talk to you; they need you to give them a reason to choose your product over others. Presenting the facts in an succinct, up-beat way gives them the motivation they need to make that choice.

Motivation of employees

Remember that your subordinate salesmen, by virtue of their jobs, know that you are attempting to motivate them; they recognize the same sales techniques. Here, it is important to have a dialogue with your employee, telling him or her where the problem is and offering solutions. If other employees are doing well, a conversation between the more-successful and the less-successful employees may prove fruitful. If everyone's sales are low, including your own, the fault may lie in the product's market and not anyone in your organization. Making employees feel like they are not good enough simply leads to a downward spiral of low sales: the opposite of motivation.

Motivation is the most important part of sales. By understanding your customers' and employees' wants and needs, you are better equipped to lead them into higher sales of your product.