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MOTIVATION




TWO KINDS OF MOTIVATION

Artificial Motivation (incentives) have short sustaining powers and they are more inherently dependent on more and more for less and less productive effort. They become ends in themselves. These are artificial.

• Money •  Promotions  • Acceptance  • Appreciation  • Recognition

True Motivation is created by an internal drive force. Physiological and psychological fulfillment.

•  Sense of Excellence  •  Duty  •  Responsibility  •  Accountability  • Self-Development


UNMOTIVATED INDIVIDUALS - DEGENERATION

This pertains to those who are either in the business full time or work for others, "the day job".    

  •  Personal appearance deteriorates.
  •  Complaints start to pop up and not attended to.
  •  Griping and swearing become more disrupting.
  •  Back stabbing becomes a modus operandi.
  •  Fewer calls per day and per week are made.
  •  Paper work becomes sloppy, including expense accounts.
  •  Paperwork for calls made becomes phony.
  •  Personal health deteriorates ... sick leave of absence.
  •  Personal life interjects itself into business life. 
  •  Criminal conduct is manifested ... something is stolen.
  •  Person is now becoming desperate for relief from his conflict. 
  •  Person sees himself as the victim with everyone out to get him including his best friends.
  •  Person beats his mate or children.
  •  Person experiences a tragic accident at home ... or in his car.
  •  Person abandons his (her) family.
  •  Person commences heavy drinking, gambling, cheating.
  •  Person becomes compulsively and self-righteously religious.


WHAT DO WE SEE IN WINNERS
  •  He has the ability to handle rejection and regenerate his motivation.
  •  He believes in himself and that he is entitled to all he earns. A  materialistic attitude.
  •  He proves that there is no limit to what one can earn.
  •  He has the ability to grasp the reality of a situation.
  •  He leads rather than follows the customer.
  •  We can relate his beliefs in his product to the customer effectively.
  •  He understands that people buy for need, variety, profit, status,  investment, ego etc.
  •  He knows that people buy what something does, not what it is.
  •  He knows when and how to create emotional highs in people.
  •  He understands certain words offend people.
  •  He can relate on common ground.
  •  He knows how to turn procrastination into action.
  •  He knows how to relate good thoughts.
  •  He has a fine value of himself and charges for it.
  •  He is aware of his surroundings, himself,  and his clients and.
  •  He maintains thoughtful, ethical business relationships.
  •  He creates a desire in his customer by selling them more product, better than they needed.
  •  He uses lots of physical action to show his product.
  •  He involves as many of his customers senses as possible.
  •  He uses questions to control the selling situation and to involve the customer.
  •  He uses questions which answer in the positive.
  •  He uses deductive questioning which makes the customer come up with the correct answer.
  •  He uses active questioning which require a response.
  •  He takes notes to be accurate.
  •  He knows the power of phrases.
          •  By the way..............The great interrupter
          •  Tell me.....................Demands an answer
          •  Say, did I tell you... Adds new thought
          •  Did you know.........New questioning
  •  The professional salesperson controls the buying process with questions and answers.

SUCCESSFUL ATTRIBUTES


DEPENDABILITY    INTEGRITY    KNOWLEDGE   SELF-DICIPLINE

ORGANIZED   SINCERE   RESPONSIBLE  TAKES INIATIVE

UNDERSTANDING   GOOD JUDGEMENT   HEALTHY ATTITUDE   COURTEOUS

DETERMINED   FRIENDLY   RESOURCEFUL   PERSUASIVE



SELF-DEVELOPMENT QUESTIONNAIRE

  •  Do I really want to be successful?
  •  Am I ready and willing to exert the necessary effort? 
  •  Am I willing to sacrifice some of my time and pleasure?
  •  Is my attitude right?
  •  Do I have a clear picture of my objective?
  •  During adverse conditions  do I double my efforts to succeed?
  •  Am I respected by my subordinates, associates, and superiors?
  •  Can I discuss intelligently/ without anger / differences of opinion and criticism?
  •  How is my dress?
  •  How are my manners?
  •  How is my health?
  •  Do i have any bad habits such as excessive smoking, drinking, gambling?
  •  Do I appear friendly?
  •  Am I courteous?
  •  Could I improve my public speaking?
  •  Do I become discouraged easily?


CONFIDENCE

What I have been implying thus far is that there are basically two approaches to selling:
The sales person concerned about "what is in it for him" (sales oriented selling)   The sales person who has his customer's "best interests at heart" (customer-oriented selling)

Selling is an art using persuasive communication to obtain a customer's commitment to purchase or use a product or service.  First of all, he purchases an item because it fulfills a specific need or desire he has. This principle holds whether he purchases a tie, an automobile or a loaf of bread. Purchases, therefore, are made to satisfy needs. Moreover, purchases in a consumer-oriented society also contain a therapeutic aspect as well. 

CUSTOMER-ORIENTED APPROACH

Buying something makes people feel good.  Hence, in order to make a sale, the professional sales person must discover the specific needs of his customer and then show him how the product or service will fulfill those needs ... be they real or imagined. 

A sales approach which emphasizes an UNDERSTANDING of the specific needs, desires and goals of the customer, then, is referred to as the customer-oriented sales approach and the person is more confident in his ability to deal with people. What's more, he is genuinely interested in learning as much as he can about the, customers needs, wants and desires. Selling for him is SHARING IDEAS which he skillfully directs toward a goal which is beneficial to both him and the customer. 

A successful sales person is always aware of the following:
  •  The buyer wants to feel he is an active participant in the selling process.
  •  The buyer wants to feel his opinions are respected ... that he is important.
  •  The buyer wants to be satisfied in his own mind, regardless of what the sales person thinks.
  •  The buyer wants to feel that the decision to act is his own.
  •  The buyer wants to feel the sales person has his best interests at heart.

SALES ORIENTED APPROACH

Conversely, when the sales person arbitrarily chooses what HE feels are the basic needs of the
customer without regard for the customer's desires ... then proceeds to sell the customer based on
these ASSUMED NEEDS, this approach is called the SALES-ORIENTED APPROACH.


 © copyright aljacobs Stardate 10-18-2012