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Should Salespeople Be Money Motivated? - #Salespresso

148 views · Published 7 March 2016 · 1:45 · Indexed 3 October 2026

Channel: Salesman․com · 2016 · Entertainment

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Should Salespeople Be Money Motivated? Full post here - 

Most people would close their CRM, put down their phone and run naked through the streets if the right money was offered to them.

There isn't much a line of zeros can't motivate someone to do.

But paradoxically, is being money motivated the best way to make bank?

Sales legend Robert Terson gave me his thoughts (click here to listen to our full interview) -

-- WHICH COMES FIRST – THE CLOSE OR THE VALUE?-- 

This is a question that I've asked myself whilst attempting to close deals. Of course I'm always going to offer massive value once my commission has been paid to me. There's no question about that. I go all in for my customers.

But what motivates me to add value to a prospect before the close is insight?

There's no money on the table. I can't look at one of the newly purchased race parts for my Mazda RX8 and say “that came from doing business with Frank, I need to send some new customers his way”.

The only way I'm motivated to offer value up front is because I embrace...

-- THE GRIND --

Naturally I'm an analytical person. I'm happy to jump in the deep end, I'm not afraid of looking stupid, I embrace change but only when it makes common sense to do so.

I've not sat and calculated, formulated or researched but common sense tells me that adding value to prospects before I'm in the process of doing business with them reduces the time it takes for me to reach my commission payment.

I'm happy to grind away at adding value to see nothing back in the short term as I know it will come back multiple times over in the longer term.

At work I'm 100% money motivated.

The great news for everyone in my industry is that I know that adding value first is the best way to increase the flow of that money coming in.


“If you focus on money and yourself, you're going to miss the point” - Robert Terson


“The Money should be the by-product of bringing the value to people. That's what you should concentrate on.” - Robert Terson

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