It’s such a backward way of looking at things.
It hit me as I read an article where the author interviewed Pete The Planner (Peter Dunn, Fox News analyst). In it, Dunn says “Sales managers love to see their young reps get in over their heads” meaning, they love to see them in debt because then they’ll be more motivated to sell.
Is this true? When you’re in big debt because you’ve overspent, are you more motivated? You’re a better sales person? You’re more attuned to the customer and their needs? You’re stronger?
NOT!!
No way. It’s old thinking. When in debt, you have one thing on your mind and that’s ‘pressure’ to earn. When you feel that pressure you can’t pay attention to the prospect and their issues—hell, you’ve got your own issues.
So, if you’re tempted to be blinded by “debt as motivator,” stop. If you’re a sales person, create wealth instead. It gives you great power to be detached from the deal. (People in debt are desperate.) Not a good platform to be operating from in sales.
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