Your sales motivation is most at risk — and most needed — when you’re dealing with the really tough customer. Don’t let the tough customer take away your sales motivation. In fact, use the tough customer to help you build it. One way to do this is to break the sales call down into small segments in terms of how you plan for it and ultimately evaluate it. By breaking the sales call down into small pieces, you’ll be able to look back on it and see parts of the sales call where you won. These wins help you keep your sales motivation high, as you move onto your next sales call and ultimately come back to meet with this tough customer again.

An example of how this works is you take the various elements of the sales call and break it down into sections, each with a goal. You might say the opening is one section and your goal is to get the customer to share with you one price of information. Another section of the call might be the presentation itself, where your goal is to get the customer to provide you with two benefits they believe are important. Another section might be something as small as your plan to get the customer to provide you with one piece of follow up information upon which you can build.

I think you get the idea. By breaking the call down into smaller pieces, you’ll be sure to find at least one part of it you can congratulate yourself on and use to increase sales motivation.

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