Drivers of the person’s Selling Style and Sales Skills
Each salesperson has a different combination of motivations that direct them in their day-to-day activities. These motivators are active at all times, whether they are at work, at home, at play, etc. They are the drivers of the salesperson’s skills, rewards and selling style – the underlying current that moves them into action.
There are 6 distinct motivations that are present in varying intensities in all salespeople:
Aesthetic – a passion to achieve self-actualization, balance and harmony in one’s own life.
Individualistic – a passion to achieve position and to use that position to influence others.
Social – a passion to eliminate hate and conflict in the world and to assist others.
Theoretical – a passion to discover, systematize and analyze; a search for knowledge.
Traditional – a passion to pursue the higher meaning in life through a defined system for living.
Utilitarian – a passion to gain return on investment of time, resources and money.