In The Psyche Of The Salesperson

It may sound a bit didactic to theorize on our instincts in the market, but the majority of suppliers and distributors do show interest in the sales process. Since the basis of our network revolves around selling, we should focus on the quest for new and different sales methods.

We have the industry advantage of access to great resources and historical data about the promotional product sales process. We’ve seen countless theories on sales models and explanations of what we do. We act as product specialists, brokers, agencies, solutions providers and more. And what motivates us to sell differs as much as our job titles do: Some of us sell because we love interacting with other people, while others enjoy constant challenges. Sometimes, it’s the rush of the competition, a flexible schedule or the prestige of client association that keeps us going.

In the end, what we all have in common is the sale of products and services, albeit in a variety of ways. Our bottom line is based on the percentage we capture from product sales—but there’s more to the sales psyche than the bottom line.

Ego plays a part behind what psychologically motivates those in sales, and for many, each presentation and sale offers the opportunity for recognition. In sales, knowledge is power. We need to be versed in everything from our customers and their specific markets to their product lines. Often times, after demonstrating mastery of these key components, having customers and colleagues recognize our knowledge is almost as satisfying as a commission check.

Then there are those salespeople who are in it for the thrill of the strike—the big and illusive order that is always out there and sometimes comes home. Others hone in on a particular customer or market, carving out their own niche. There are also those we call the “market makers,” who specialize in a particular product and all of the item’s opportunities.