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DECISION
The salesperson’s motivation coupled with his or her knowledge form a basis for taking an
informed decision on being a salesperson. The successful decision.
The salesperson’s motivation to be a salesperson is the groundwork of selling and treating the sale as a valuable process, thus, to help people in satisfying their true needs The will to be a sales specialist together with confidence in one’s skills and talents to do the job and to achieve success in this field is the best foundation for treating the profession of a salesperson as one’s passion of the life. Many people treat selling as work because they cannot find another job or as necessity. Frequently, the decision is taken without any knowledge on the selling process itself, not mentioning the product that is being sold. Then, it is not a choice, but necessity. Such incentives are often very strong, but, unfortunately, boiling down to: I must.
The I must motivation does not have to negate the adequate I want motivation, but does not channel the selling process on satisfying the client’s demands, but attaining one’s own goals first and foremost, often short-term goals. The I must motivation may frequently collide with the will to perform the salesperson’s profession and then causes his or her internal conflict that in longrun is leading to frustration with what one is doing.
The I want motivation is expressing one’s personal attitude towards pro-activeness based on confidence in one’s own capabilities and helping the client. The I want is the salesperson’s internal motivation to treat consistently and fairly the sales process as a valuable profession.
The I want motivation connected with the essential knowledge on the sales itself as well as product and market knowledge allow to take an informed decision to be a salesperson, and when this decision is in congruence with one’s system of values, this decision is the measure of success.
The salesperson’s motivation to be a salesperson is the groundwork of selling and treating the sale as a valuable process, thus, to help people in satisfying their true needs The will to be a sales specialist together with confidence in one’s skills and talents to do the job and to achieve success in this field is the best foundation for treating the profession of a salesperson as one’s passion of the life. Many people treat selling as work because they cannot find another job or as necessity. Frequently, the decision is taken without any knowledge on the selling process itself, not mentioning the product that is being sold. Then, it is not a choice, but necessity. Such incentives are often very strong, but, unfortunately, boiling down to: I must.
The I must motivation does not have to negate the adequate I want motivation, but does not channel the selling process on satisfying the client’s demands, but attaining one’s own goals first and foremost, often short-term goals. The I must motivation may frequently collide with the will to perform the salesperson’s profession and then causes his or her internal conflict that in longrun is leading to frustration with what one is doing.
The I want motivation is expressing one’s personal attitude towards pro-activeness based on confidence in one’s own capabilities and helping the client. The I want is the salesperson’s internal motivation to treat consistently and fairly the sales process as a valuable profession.
The I want motivation connected with the essential knowledge on the sales itself as well as product and market knowledge allow to take an informed decision to be a salesperson, and when this decision is in congruence with one’s system of values, this decision is the measure of success.
AGREEMENT® SYSTEM PRINCIPLES
HARMONY
Product, market and sales knowledge cohesive with one’s own system of values combined with
activeness and involvement ensure sales performance.
SALES PROCESSY
Selling is the constant process of recognising and satisfying the client's
demands through an informed and fair exchange of values.
BEHAVIOUR STYLES
Identifying the client’s style of behaviour and matching this style is
the roadsign paving the salesperson’s future long-term collaboration strategy with the
client.
COOPERATION
Customer service and cooperation during the contract is the best opportunity to reinforce
the quality of the offer and the salesperson’s credibility.
SALES BOOST
Sales based on an informed and fair exchange of values, with the prior recognition of
the client’s demands translates into improved standard and quality of business
partnership.
A dolphin is not using much more energy when flowing with its maximum speed as when flowing freely.