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Set goals (stretchy ones) around prospecting, proposals, presentations, demos, closes and make them all relevant to the reps’ current state of achievement. Effective motivation requires both economics and psychology. Reps with individual goals will contribute more than the reps who simply “know” they’ll do well if they sell well.
This methodology involves using reverse psychology to speed up the decision-making process. This reverse psychology works because typically, salespeople counter objections or concerns. This reverse psychology usually leads them to justify why theyre ready to purchase the product after all. But it can be an impactful strategy.
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