The emotionally intelligent sales professional, however, avoids such pit-
falls by applying a disciplined focus on safer and more powerful motiva-
tions known as intrinsicmotivators. Think of it this way, we have a choice
either to be guided by an inner compass or by an outer weather vane. Which
is safer? Which is more reliable? Obviously, it is the compass—if it is tuned
to true north.
WHAT MAKES YOU TICK?
For over a decade, I have been asking a simple question of sales pro-
fessionals, “What motivates you to do what you do?” I have always been most
interested in whypeople do what they do. Beyond the expected surface an-
swers such as, “To make a good living” or “To take care of my family,” exist
layers of motivation that enable the sales pro to overcome adversity and su-
percede trying circumstances.
My question, “What motivates you to do what you do?” has been di-
rected at discovering the intrinsic motivators that work best. Out of the
hundreds of queries I have made, the answers seem to fill six psychological
silos that prove to be a source of emotional sustenance to the seasoned
sales pro—in spite of the perplexities and hindrances the career may offer.
The six categories of lasting intrinsic motivation I have observed are:
- Competitive nature
- Desire for excellence
- Curiosity and the desire to grow
- An attitude of gratitude
- Desire for building relationships
- Noble purpose and goal
Competitive Nature
A competitive nature is the soil upon which the seeds of success are
sown. It is the systolic rhythm of the high achiever. When I refer to com-
petitive nature, I don’t mean to simply imply the narrow definition of “I’m
going to beat you at this game,” although that is one common expression
of the competitive nature. The competitive nature also expresses itself as:
- “I’m not going to let this thing beat me.”
- “No one else has been successful in this territory, but I will be.”
- “Every obstacle is just a challenge to measure the fight in me.”
Finding Motivators That Last 119