Sales Motivator

When coaching salespeople, it's important to understand their motivators, which can vary from money to career advancement. Salespeople often change their motivators, so it's wise to regularly check in with them to find out their goals. By knowing their short-term and long-term motivators, coaches can tailor their coaching to align with those goals. One technique is using hypothetical questions to help reps see how improving certain skills can benefit their motivators. Most reps dislike objections, so coaches can ask how becoming proficient at handling objections can help them achieve their motivators. When you're coaching people, especially salespeople, the motivators could be all over the board from more money, more time at home, to becoming a sales leader, or what have you. It is absolutely critical, and believe me, salespeople will change their motivator based on circumstances quite frequently. So it is very, very wise to continually check in with your people, ask, what's your end game? What are you hoping to achieve this year? What does this quarter look like? Find out what their short-term and long-term motivators are. Then when you're coaching, you can tie it to that. So I'll share this with you. Most reps don't like objections, and justifiably so. Think about someone who's not willing to practice. How do you tie that to their motivator? I want to teach you something called the hypothetical question. You sit down with a sales rep and say, Hypothetically, you become really proficient in this type of objection. How will that serve you well in terms of your motivator of becoming a future sales leader, of you making more money, or what have you? You get the idea.