The Social Motivation

I have recently come across the Social motivation when assessing some sales candidates for a couple different customers and now I just heard a sales rep on the radio revealing his motivation.  Here is what the salesperson said on the radio: I just met with a company yesterday who was paying almost twice as much to our competitor for the same service.  They were getting ripped off and it isn’t right. I don’t deny the nobility of his position, but the reality is that very few services are exactly the same (despite prospect’s claims).  A strong salesperson will define their value to the prospect who will make a decision about… Read More

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