Someone sells one piece of junk and they
get paid their "draw" or salary. They need the
salary to pay the bills and stay afloat in life.
To sell another piece of junk to the same
person would definitely earn the person more money but then
they would feel twice as guilty for taking advantage of
the other person. The person has a conscience... A crucial
ingredient in a truly great sales person and a person...period.
So, they do the minimum damage and get paid
just enough to keep going. Most of the guilt they push aside.
It's there but it is sufferable.
I know those feelings because I lived them
in 1983. I sold timesharing and I sold space advertising
that for most would be impotent. Timesharing at that time
was all but a rip off. I didn't know that when I started
there...everyone did when they left.
The promo was great. A free dinner at a
very nice restaurant. Then the brief presentation...which
is more than reasonable in exchange for the dinner... Then
the interrogation, pressure, driving guilt, arm twisting
and worse...until they signed up for a VERY expensive piece
of ownership of a property that when they went to sell their
"time" they would find was worth less than 20
cents on the dollar.
With this type of experience, the salesperson
goes through "streaks" where they are very cold,
selling nothing, usually at the beginning of the month...followed
by "streaks" when things go better, usually at
the end of the month. The moon? Position of the stars? No...human
conscience.....
When sales dipped the management wanted
people to push harder. Reasonable if the product is good,
but, fortunately, most salespeople are people and they reacted
to what they learned was a poor product by not selling any
more than the minimum. When we/they didn't have to sell
from necessity, the sales didn't happen. When you had to
sell to put food on the table...you did. It was one way
or the other.
By the way, I'm told timesharing is different
today and if so, that is a wonderful thing. The idea of
interval ownership is a very cool idea and done well, should
easily be profitable for property owner and buyer. All that
for another discussion...for today let's go on....
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