Struggling With Motivation To Sell? Try This

Forget about willpower, look at your motivational preferences!

15th June 2017Leigh Ashton
motivation

You know how important it is that you do your sales activity regularly — ideally, daily. And because you love your business and want it to succeed, you add your IPA and FBI to your to do list. But somehow, while everything else around it gets ticked off, your sales activity just doesn’t.

You might blame yourself, or think that you just need to muster up a bit more willpower … but actually, the answer may lie in your motivational preferences.

 

What are motivational preferences?

Happiness researcher Gretchen Rubin has found that people can typically be divided into four motivational preferences based on how they respond to expectations:

 

— “Upholders” respond really strongly to both internal expectations (ones they impose on themselves), as well as external expectations (ones other people impose on them).

— “Questioners” are motivated by internal expectations, but not external expectations.

— “Obligers” are motivated by external expectations, but struggle with inner ones.

— “Rebels” aren’t motivated by either internal or external motivations.

 

Interesting…but what does that have to do with sales?

If you take this framework and apply it to your sales activity, you might find an explanation for why you get certain things done but not others. For instance, if you’re an upholder, then chances are you set up your IPA/FBI and just get down to it every day.

If you’re a questioner, you might find it really easy to fulfil your own expectations around sales — for instance, if you decide to do 20 minutes of sales activity a day, you do it — but if someone comes in and tells you to do 20 minutes of sales activity a day, suddenly it becomes much less appealing.

On the other hand, if you’re an obliger, you might really need that external motivation to do your sales activity, whether it comes from making a public commitment in a Facebook group or having a sales mentor that you check in with regularly. And if you’re a rebel, you may have to rely on the Nike strategy.

 

Next step: figure out your motivational preference, and adjust your sales plan accordingly

There’s no point in trying to work against yourself, so the faster you can figure out your innate preferences and incorporate them into your sales planning, the better. It’s all about finding those little things that make it as easy as possible for you to sell — and then making the most of them!

Until next time,

Leigh xx

 

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2 Responses to “Struggling With Motivation To Sell? Try This”

  1. Morton

    Great explanation using Gretchen’s philosophy. I entirely agree with the comment there is no point in working against yourself. Great piece

    Reply

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