TWELVE

Satisfy Salespeople’s Basic Needs

Everyone has basic needs that must be met before people can perform at their best. One of your jobs as the sales manager is to structure the work so that these needs are satisfied and the salesperson is both psychologically and emotionally free to achieve sales results.

Maslow’s Hierarchy

Psychologist Abraham Maslow was famous for his hierarchy of needs, the discovery that each person has five basic needs, each of which has to be satisfied to a certain level before the next need could be satisfied.

The first of these basic needs is the need for survival. The survival instinct is the most powerful of all emotions. If physical survival is threatened, we think of nothing else. We lose all interest in the ...

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