If you could sell one thing, what would it be?

I like asking salespeople this question in my keynotes and training sessions. It’s amazing how people respond and the wide variety of responses. The mix of responses between things they currently sell and things they wish they could sell is pretty normal. What I am disappointed in is the low number of salespeople who respond with something like “myself ” or “helping the customer succeed” or something similar that refers to the desire to impact positively the customers to whom they sell.

When you live in the world of sales, you get really wise on the type of sales motivation that works for you.

Let’s face it — the profession of sales can be exhilirating. And depleting. Your sales motivation is the key component to keep you focused, right? Feed it well and it will sustain you and give you momentum. It can be a constant when there seem to be no constants!

Some salespeople focus more on closing sales than on maximizing profit. Do you understand the difference?

This has become a real issue to me the last few weeks, as I’ve had several phone calls from people calling me for my opinion. Much of the conversation has to do with several articles I’ve written regarding how it is possible to close a sale too fast, and in so doing, you don’t maximize the potential. (Not to mention, your sales motivation takes a hit).