The Role of a Salesperson is Motivating Customers To Take Action

Originally Posted by Seth

In a large number of instances the objective of the salesperson is to make a sale and for that to happen the prospect has to want to take action now. Some prospects are ready to take action when you meet them, others are only a nudge away. There is an entire spectrum of motivation levels. If the salesperson has any hope of making a sale today that salesperson will need to discern the prospects level of motivation to act now and find a way to bridge the gap in mental state between where the prospect currently is and where the prospect needs to be (ie; red hot). Only when the prospect is motivated to act now will a sale happen.

Originally Posted by Ace Coldiron

Now we're getting some place.


"Discern the prospects level of motivation to act now..."

That's an objective.

"Find a way to bridge the gap in mental state between where the prospect currently is and where they need to be..."

That's an objective.

"Bridge the gap..."

That's an initiative, both strategic and tactical.

The motivation, or lack thereof, is inside the prospect. The objectives and initiatives are the substance of the roles played by the salesperson or sales team