ity of life for thousands. If she didn’t believe this, she wouldn’t show up for
work in the morning.
In Chapter 22, “It’s Not about You,” I share stories of people who ap-
proach their work with a passion for serving and who do phenomenally
well by doing good. For now, it will suffice to say that a central motivator
for resilient individuals is knowing that their actions will make a difference
in the lives of others. A noble goal is a goal with a healthy dose of idealism.
It is a goal that reaches beyond your own satisfaction or accumulation. This
goal can be measured by its ability to profit and improve the quality of life
for others. Those who lack this sense of purpose are both easily distracted
and discouraged.
THE EMOTIONAL FOUNDATION
Extrinsic motivators—external rewards, attention, recognition, and
control—have a vaporous power to motivate us. They are but a sandy foun-
dation for emotional success. The first waves of discouragement and ad-
versity can wash them away, and shoring up the sandy foundation causes
constant stress.
Intrinsic motivators are different. They are bedrock solid. They can take
beating and abuse, look adversity in the eye, and say, “That’s fine, but I’ve
got my own reasons for doing this.” These motivators are the cornerstones
of resilience in sales. Resilience is the earmark of the sales professionals
with whom you will one day do business because, although you can knock
them down, you cannot keep them down.
SELLING WITH EQ
- Know that the whyof your work is as or more important than what
you do.
•Take inventory of your inner life to find sustaining motivation. - Make sure you gain more than clients—gain friends.
Finding Motivators That Last 125