What About MY Needs? Here’s what I want…

What About MY Needs? Here’s what I want…

Written By Jeffrey Gitomer

KING OF SALES, The author of seventeen best-selling books including The Sales Bible, The Little Red Book of Selling, and The Little Gold Book of Yes! Attitude. His live coaching program, Sales Mastery, is available at gitomer.me.



Everyone wants to succeed. That means make plans and decisions. That breeds questions. Here are a few I have received about sales employment. Some of that information will apply to you as you seek your way up the ladder.

Dear Jeffrey, If bonuses or incentives are the motivator for selling a product; what should someone do to stay motivated if these are not offered to him/her?

Dear Scott, two answers:

1. Create your own goals and incentives for your personal achievement money isn’t everything. Try to be the best at what you do, the money will follow, if not by your present employer, surely by his competitor who will try to lure you away.

2. If money is what drives you (pity) change jobs and stop complaining.


Dear Jeffrey, I’m going on a big interview and don’t have enough sales experience any advice?

Dear Ralph, This is advice for any person on any interview:

Be honest.

Be yourself.

Prepare a list of intelligent questions about performance and contribution.

Look like a winner.

Visit and print out their website. Develop a few questions about it.

Want the job badly and let the interviewer know it.

Ask how you will grow and benefit the team.

Tell them you will make a personal commitment to learn selling or any skills you may lack.

Tell them you will make a personal commitment to learn presentation skills.

Join Toastmasters as soon as you can.

Don’t sell yourself short.

Don’t apologize for what you are not – focus on what you are.

Focus on what you can contribute – not what you get as a result of it.


Don’t ask about salary or benefits or sick days or vacation. If they want you, all that will be revealed.


Dear Jeffrey, I have an interview for a sales position with a company that hires individuals with a lot more experience than I posses. I have interviewed with my “to be” boss, another manager, the COO, and I am soon to be meeting with the VP of Business Development. My situation: He told to get ready to ask some tough questions.

What are the tough questions? I have asked a lot of good questions already. I believe the reason they have kept me in the process so far is the from my enthusiasm. I have done well so far and I don’t want to blow it in the final stretch. Please help.

Dear Mary Anne, Make your questions reveal their gameplan and feelings:

1. What will a typical day be like?

2. What will be my biggest challenge on the job?

3. What will I be able to expand while I’m there?

4. How will I impact the companies success?

5. What will I contribute to the goals this year?

6. Do you have a list of recommended reading (trade journals, newsletters)?

7. Describe the ideal candidate for this job.

8. Am I the type of person you’re looking for?

9. Assuming I am selected, when could I start?

NOTE: Be sure at least two of your tough questions are closing questions.


Dear Jeffrey, I am new in the field of sales and I would like to get an idea of a reasonable compensation plan. Currently I am being paid $27,500 (base) and 3% commission on each sale. We are selling a service. My question to you is what do you feel is a reasonable compensation plan? I am projected to sell $400,000+ this year, and that would amount to roughly $39,000. I did interview with a competitor and they were paying $30,000 base & 9% commission. Any insight you could shed would be greatly appreciated.

Dear Andy, While the pay sounds a little low, when you look at the money of the job, you must also consider the other elements of the opportunity.

When you are just starting, there are other considerations, here are ten “beyond the buck” thoughts about any job:

1. Ability to learn from others you respect

2. Training program

3. Benefits package

4. Employment perks

5. Coworkers

6. Employment environment

7. Customer relationships

8. Ability to grow

9. Experience you will gain

10. Fun factor

Put all of these elements into the ratings factor if the job, then decide if it’s “worth it.” Jobs are not just about money they are about opportunity to learn and grow. Weigh each element of the job (including money) to determine the answer to the personal clash: “should I stay or should I go?”


Got a sales question? Just go to www.gitomer.com click Access GitBit register and enter the word HELP! in the search box.