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Sales Warrior Lesson 32: The Key QuestionsNothing is more subjective than our judgments regarding other people's motivations. We cannot really know what motivates a person, let alone know the motivations of a whole company, but we—and our customers—still make decisions based on our judgments regarding motivations. These judgments about motivation are always subjective, but they are important and even critical to good decision-making. Sun Tzu based his entire system of competition on the power of shared values. In classical strategy, everyone's decisions depend on their subjective perceptions of other people's motivations. This brings us into the real heart of the sales challenge. There is an implicit judgment about the motivations of salespeople. Most people see salespeople as motivated solely by their desire to make sales
and earn commissions. If you don't discuss sales philosophy and compare your
philosophy to the philosophies of your competitors, this general impression is left to stand. By
asking about philosophy, you open up the possibility that you, your company, and
your products are motivated by a philosophy that shares your customers' goals.
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Copyright 2005-2008 Science of Strategy Institute, Clearbridge Publishing, and Gary Gagliardi |
