{"id":2265,"date":"2010-02-05T08:08:00","date_gmt":"2010-02-05T14:08:00","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/2010\/02\/the-social-motivation\/"},"modified":"2010-02-05T07:01:35","modified_gmt":"2010-02-05T13:01:35","slug":"the-social-motivation","status":"publish","type":"post","link":"https:\/\/selectmetrix.com\/blogs\/2010\/02\/the-social-motivation\/","title":{"rendered":"The Social Motivation"},"content":{"rendered":"<p>I have recently come across the <a href=\"http:\/\/www.selectmetrix.com\/Assessing_Motivations\/Social.html\" target=\"_blank\">Social motivation<\/a> when assessing some sales candidates for a couple different customers and now I just heard a sales rep on the radio revealing his motivation.\u00a0 Here is what the salesperson said on the radio:<\/p>\n<blockquote><p>I just met with a company yesterday who was paying almost twice as much to our competitor for the same service.\u00a0 They were getting ripped off and it isn\u2019t right.<\/p><\/blockquote>\n<p>I don\u2019t deny the nobility of his position, but the reality is that very few services are <em>exactly<\/em> the same (despite prospect\u2019s claims).\u00a0 A strong salesperson will define their value to the prospect who will make a decision about that value.\u00a0 It may be that the prospect simply sees something in that company\u2019s product\/service that they require\/need\/value.<\/p>\n<p>My concern for the salesperson on the radio is that he is unconsciously removing any differentiating value from his service.\u00a0 He is turning the decision into one based solely on price.\u00a0 That is a prospect move!<\/p>\n<p>Here is where the Social motivation undermines salespeople.\u00a0 Their natural desire to help others without expecting anything in return undermines their selling ability.\u00a0 Again, it is a noble motivation and I personally wouldn\u2019t want to live in a world without many Social motivations.\u00a0 However, sales is not for the feint of heart.\u00a0 Strong salespeople are consistently assessing the return on their investment of time, resources, money, effort, etc.\u00a0 Salespeople need to determine if they have a strong prospect\u2026and the faster they can make that determination, the more they can sell.<\/p>\n<p>To be fair, there are a few sales positions where a Social motivation can thrive.\u00a0 We once assessed a flourishing sales team at a company that provided a product for young mothers.\u00a0 The team was successful and almost every salesperson was a Social.<\/p>\n<p>But if you are hiring for sales, your best avenue is to hire strong <a href=\"http:\/\/www.selectmetrix.com\/Assessing_Motivations\/Utilitarian.html\" target=\"_blank\">Utilitarians<\/a>.\u00a0 If you are uncertain of your candidates\u2019 motivations, we can help.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>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.\u00a0 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.\u00a0 They were getting ripped off and it isn\u2019t right. I don\u2019t deny the nobility of his position, but the reality is that very few services are exactly the same (despite prospect\u2019s claims).\u00a0 A strong salesperson will define their value to the prospect who will make a decision about&hellip; <a class=\"read-more\" href=\"https:\/\/selectmetrix.com\/blogs\/2010\/02\/the-social-motivation\/\">Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","jetpack_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","enabled":false},"version":2}},"categories":[6,9],"tags":[1518,1749,153,97,34,1517,43],"jetpack_publicize_connections":[],"jetpack_featured_media_url":"","jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-Ax","jetpack-related-posts":[],"_links":{"self":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/2265"}],"collection":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=2265"}],"version-history":[{"count":2,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/2265\/revisions"}],"predecessor-version":[{"id":2267,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/2265\/revisions\/2267"}],"wp:attachment":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=2265"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=2265"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=2265"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. 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