I created this “tag line” last year when our group updated our logo and the rest of our promotional materials.
It seemed to make a lot of sense at the time, and to me, it still does. It is the essence of what we do at the Results Group in partnership with our students who hit the streets every day selling their product or service.
Get this… the ideas and techniques we share in our one-day training seminars inspires our clients to want to “do better” and “be more successful.” The skills they take away from our events combined with their own actions (the implementation of those ideas), equals the RESULTS they will achieve.
Each item in the equation is of equal importance. Results will never come without taking action, and action without inspiration sometimes leads to nothing.
TK
Friday, December 09, 2005
Wednesday, December 07, 2005
Best Year Ever Award Concept
For those of you sales leaders out there that are preparing to hold and run year-end meetings I wanted to share a concept we've had at the Results Group for a number of years... The Best Year Ever Award.
We give this award out each year to anyone in our company who earns the most money they ever had in selling (or any other position for that matter!) The great opportunity with this type of award is simple - everyone can WIN and you can have MULTIPLE winners. There will only be one top producer in a particular division, but with the BYE Award everyone on your sales team can win.
My goal is to have 50% or more of our sales team winning this trophy and I love presenting them along with Ron Marks to our people who continue to get better each year. Try it out - Best Year Ever Award.
Other awards we give out are the rookie of the year award for the best efforts of each person in their specific division who is in their first year of employment and our annual "wingman" of the year award. Typically these go to the sales people on our team that have contributed in some special way to the accomplishment of our corporate mission.
These awards are a great way to reward the team members that are establishing themselves as long term players but have yet to reach the top producer level of production.
These awards are easy to implement and easy to determine if they have been acheived - try them out!
TK
We give this award out each year to anyone in our company who earns the most money they ever had in selling (or any other position for that matter!) The great opportunity with this type of award is simple - everyone can WIN and you can have MULTIPLE winners. There will only be one top producer in a particular division, but with the BYE Award everyone on your sales team can win.
My goal is to have 50% or more of our sales team winning this trophy and I love presenting them along with Ron Marks to our people who continue to get better each year. Try it out - Best Year Ever Award.
Other awards we give out are the rookie of the year award for the best efforts of each person in their specific division who is in their first year of employment and our annual "wingman" of the year award. Typically these go to the sales people on our team that have contributed in some special way to the accomplishment of our corporate mission.
These awards are a great way to reward the team members that are establishing themselves as long term players but have yet to reach the top producer level of production.
These awards are easy to implement and easy to determine if they have been acheived - try them out!
TK
Sunday, December 04, 2005
Blackberry Alternatives
The article below was taken from the Washington Post and has solid information on what you should be doing if you currently own a Blackberry device...
TK
Just in Case: Alternatives to BlackBerry
The fate of your BlackBerry is uncertain. You're worried that one day you'll wake up and the service will be turned off. You're definitely not going back to the old way of reading and sending e-mail on a -- gasp! -- computer. You're ready to run out and buy a Palm Treo or one of these other gadgets that you've heard are going head to head with the BlackBerry.
Remember that BlackBerry is both a device and a service -- and that means switching to an alternative isn't as easy as it might seem. There are plenty of things to consider -- compatibility among devices, e-mail providers, the wireless carriers and other technological restrictions.
Before you act on your BlackBerry anxiety, take a moment to review some helpful hints.
Keep using your BlackBerry. Service is still on, and it's too early to be sure about court injunctions and legal settlements that may affect your mobile e-mail.
Talk to your wireless phone providers and ask them about business e-mail services. Some of them have exclusive relationships with alternative e-mail providers.
Check with your employer if your BlackBerry manages your corporate mail. Many companies have restrictions on which wireless e-mail providers and devices can access corporate e-mail servers. Your employer, for example, may not let you grab mail through a Treo.
Go window shopping for various types of smartphones. Hold them, tap on their keyboards, look at their other functions. Wireless e-mail service providers list supported devices on their Web sites.
Remember that e-mail on a mobile phone usually uses data minutes, not voice minutes. Don't go out and change the service plan on your cell phone, thinking that you'll need those minutes for e-mail.
Don't forget that mobile phones with a Web connection can access most Web-based mail accounts, such as Yahoo, Hotmail and Gmail -- even if it's still a bit slow and clunky.
TK
Just in Case: Alternatives to BlackBerry
The fate of your BlackBerry is uncertain. You're worried that one day you'll wake up and the service will be turned off. You're definitely not going back to the old way of reading and sending e-mail on a -- gasp! -- computer. You're ready to run out and buy a Palm Treo or one of these other gadgets that you've heard are going head to head with the BlackBerry.
Remember that BlackBerry is both a device and a service -- and that means switching to an alternative isn't as easy as it might seem. There are plenty of things to consider -- compatibility among devices, e-mail providers, the wireless carriers and other technological restrictions.
Before you act on your BlackBerry anxiety, take a moment to review some helpful hints.
Keep using your BlackBerry. Service is still on, and it's too early to be sure about court injunctions and legal settlements that may affect your mobile e-mail.
Talk to your wireless phone providers and ask them about business e-mail services. Some of them have exclusive relationships with alternative e-mail providers.
Check with your employer if your BlackBerry manages your corporate mail. Many companies have restrictions on which wireless e-mail providers and devices can access corporate e-mail servers. Your employer, for example, may not let you grab mail through a Treo.
Go window shopping for various types of smartphones. Hold them, tap on their keyboards, look at their other functions. Wireless e-mail service providers list supported devices on their Web sites.
Remember that e-mail on a mobile phone usually uses data minutes, not voice minutes. Don't go out and change the service plan on your cell phone, thinking that you'll need those minutes for e-mail.
Don't forget that mobile phones with a Web connection can access most Web-based mail accounts, such as Yahoo, Hotmail and Gmail -- even if it's still a bit slow and clunky.
Wednesday, November 09, 2005
The 3 Keys to Sales Success
For years my company has been teaching a simple concept - top producers do three things very well. When you analyze the "keys to success" (and everyone has their own list of keys, steps etc.), you find that they apply to any business endeavor and not just selling.
Key Number One - Have an outstanding attitude. In all that man attempts to do in this life, maintaining a positive, success oriented and abundant attitude is the toughest endeavor. To those that were born with a natural dispostion to "think positive"I say "thank God everyday!" To the rest of us that battle the enemy inside our heads on a consistant basis I say "it's worth the fight!" There is nothing as unattractive to other human beings as negativity. Think about the person you most admire, are most attracted to, or most influenced by... I bet they don't have a negative attitude.
Key Number Two - Top Producers have an awesome skill set. They have taken time and invested their energy into the profession of selling and the product or service they represent. Few top people can get reach the top levels of success without being an industry expert in their product and dedicate themselves to the study of pursuasion.
Just as important is their immersion into personal development. The study of success and acheivement is the growth tonic of top producers. Whatever they are doing in their daily selling career is only enhanced by their nightly study of the master motivators such as Napolean Hill, Earl Nightingale and Jim Rohn. For more information on these individuals check out www.nightingale.com.
Key Number Three - Committment. That simple word is best described by my business partner...
"Committment is a measure of how much pain a person can handle before they quit!"
Ron Marks
That means top producers in selling (and life) don't quit for minor reasons. They don't quit because clients tell them NO, don't follow through on their committments, don't show up to appointments, don't return phone calls and don't blah blah blah! Top producers see these challenges as the catalyst to their other clients saying YES. Top producers don't quit because they don't like change in their organization. They work to influence policy and then work within established guidelines.
These three keys to success are part of the make up of most top producers. Show me someone that doesn't posess these keys, and I'll show you someone who is only temporarily at the top and headed for a fall...
TK
Tuesday, November 01, 2005
Law of Reciprocity
One of the largest challenges facing our sales professionals is getting future clients to take our calls, call us back and most of all... get that initial appointment. Sound familiar?
Last week a friend of mine, Jeff Nelson, gave me a lecture on marketing and schooled me on the "Law of Reciprocity." Simply put...
"The Law of Reciprocity states that when you give something of value away for free the recipient is grateful and feels obligated to give you back something in return."
David Frey, Author of the Small Business Marketing Bible
In another book that Jeff let me borrow there was a story about a man who was giving away a bottle of Coca-Cola and asking for the recipients to purchase raffle tickets in return. In some cases the recipient was purchasing two raffle tickets when asked in return for the bottle of Coke. Not a big deal right... the interesting fact is that at the time, a bottle of Coca-Cola was a dime and the raffle tickets were 25 cents. Thus the "premium" was garnering a 500% return!
The key seems to be giving away the premium before you ask for reciprocation... how much would you spend on a premium knowing that you could recieve a 500% return? I'm on board for $20 or $30!
Perhaps your company is already trying this marketing technique, it's pretty basic marketing 101, but I'd love to hear how it is working! Email me at tomk@closemoresales.com.
TK
Last week a friend of mine, Jeff Nelson, gave me a lecture on marketing and schooled me on the "Law of Reciprocity." Simply put...
"The Law of Reciprocity states that when you give something of value away for free the recipient is grateful and feels obligated to give you back something in return."
David Frey, Author of the Small Business Marketing Bible
In another book that Jeff let me borrow there was a story about a man who was giving away a bottle of Coca-Cola and asking for the recipients to purchase raffle tickets in return. In some cases the recipient was purchasing two raffle tickets when asked in return for the bottle of Coke. Not a big deal right... the interesting fact is that at the time, a bottle of Coca-Cola was a dime and the raffle tickets were 25 cents. Thus the "premium" was garnering a 500% return!
The key seems to be giving away the premium before you ask for reciprocation... how much would you spend on a premium knowing that you could recieve a 500% return? I'm on board for $20 or $30!
Perhaps your company is already trying this marketing technique, it's pretty basic marketing 101, but I'd love to hear how it is working! Email me at tomk@closemoresales.com.
TK
Saturday, October 08, 2005
Inspection is the Key to Results
From a sales management perspective, have you ever designed, implemented and run a fantastic training program only to see no measurable results? It's pretty common.
In fact a training program can be perfect and not produce results.
Why? If everything WAS perfect than the KEY to getting results is inspection - inspect what you expect.
It's really the tough part of training - making sure your people implement the curriculum into their daily routines and presentations. It requires time - you've got to spend time with your team to insure they are committed to change.
Don't waste time and money designing and executing a training program and not follow up with your people. Inspect what they are doing and make sure it's what you expect... then watch the results pour in!
TK
In fact a training program can be perfect and not produce results.
Why? If everything WAS perfect than the KEY to getting results is inspection - inspect what you expect.
It's really the tough part of training - making sure your people implement the curriculum into their daily routines and presentations. It requires time - you've got to spend time with your team to insure they are committed to change.
Don't waste time and money designing and executing a training program and not follow up with your people. Inspect what they are doing and make sure it's what you expect... then watch the results pour in!
TK
Sunday, September 25, 2005
RE Pros - Stop Discounting!
Below is an article my partner Ron Marks wrote for our quarterly newsletter. If you are in the real estate profession I know you've dealt with the challenge of clients wanting you to discount your fee for service.
Before you ever do that again read what Ron has to say on that topic...
As Tom Hopkins and I travel around the country speaking to real estate sales professionals the biggest challenge we hear is clients asking agents to discount the listing fee when they authorize the exclusive right to sell of their home. Being asked to provide full service at a reduced rate creates stress at many levels for today’s agent.
With the proliferation of so many discount real estate agencies, this challenge is compounded because the expectation of lower real estate fees becomes the norm.
If you are a full service agent and are committed to earning what your time is worth, then we have some good news and some good ideas for you. By law, the commission paid by a seller of a home to an agent is negotiable and cannot be fixed by any one government entity. Even though there are traditional fee structures, you can decide what your services are worth and if you provide the appropriate value, the market will pay you.
As Tom Hopkins teaches, there are three ways to handle any objection you face. You can bypass it, brag about it or respond to it. Bypassing an objection means that you “shelve it” and do not address the concern right away. This approach is only effective if the discounted listing fee objection comes up right away before you have really had a chance to give your full listing presentation.
Of course if you have given the full presentation and then the objection come up at the end, bypassing it will only aggravate the seller. At that point you will need to respond, however if the concept of discounted listing fee comes up in the beginning, then it is best for you to acknowledge the objection and then shelve it for later.
For example, when a future client asks what is your fee or if you will discount it your fee in the opening moments of your presentation, you can respond with:
“I understand you are concerned with the costs of selling your home. At this point, we have not fully discussed all of the objectives you have in marketing your home and therefore it would be difficult to quote a number. Ultimately you want the highest selling price in the shortest period of time don’t you? Let me make a note of your concern and then I will show you how we can help you achieve those two objectives.”
In this strategy you have acknowledged the sellers concern, but you have not been tied to a specific number. The fact is that until you can describe all of the services you can provide for them, it is unfair for you to concede or reveal any listing fee information.
The next strategy is designed to build more value in your listing presentation and brag about the objection of discounted listing fees. In order for this strategy to work you need to be prepared to walk away from discounted business. When you are new to the real estate profession this is difficult to do, yet the true professional is willing to stand their ground and make sure they are compensated according to the value they bring to the marketplace.
As you transition into your listing presentation, try the statement below. It will establish the foundation for your position on discounted listing fees and make it more difficult for the client to ask for the concession. Now, before I give you this phraseology, please realize that the risk of bragging about a specific objection is that you are bringing something up that the customer may not have thought of themselves. Having said that, the best times to use this strategy is when you anticipate the objection or you get to a point in your career where you hear it all of the time.
“Before we discuss how our firm can help you market your home, I wanted to let you know that I have learned something over the years. When people look to sell their home, they really look for three things: FIRST, they want the most exposure to ensure the highest selling price possible in the shortest time frame. SECOND, they want the best service from their agent throughout the transaction and FINALLY, they want the lowest selling costs.
I have yet to find a company that can provide all three of these things at the same time. They can not give you the most exposure, the best service all for the lowest selling cost. I am curious, which of these three are you most willing to give up? The best exposure, the best service or the lowest cost?”
By using this strategy, you establish right up front that the seller will basically “get what they pay for,” without using this old cliché. In most cases the client will respond logically and let you know they realize they can not get the most for the least and then it will be more difficult for them to bring up the objection later. Again, in a situation where you have a tough seller that says “they don’t care, they don’t want to pay the listing commission,” you may need to walk away from that seller.
This response can also work well if you hear the objection at the end of your presentation, although real estate agents around the country are telling us that the most effective way to “head-off” this challenge is to handle it up front.
The reality is that even if you end up taking a discounted fee, you need to establish your position of value so you have a better place to negotiate. This technique will work if you USE IT! Please let us know how this works for you so that we may share the idea with other real estate agents across the country.
Email me at ronm@resultsseminars.com
Nice Job Ron!
TK
Before you ever do that again read what Ron has to say on that topic...
As Tom Hopkins and I travel around the country speaking to real estate sales professionals the biggest challenge we hear is clients asking agents to discount the listing fee when they authorize the exclusive right to sell of their home. Being asked to provide full service at a reduced rate creates stress at many levels for today’s agent.
With the proliferation of so many discount real estate agencies, this challenge is compounded because the expectation of lower real estate fees becomes the norm.
If you are a full service agent and are committed to earning what your time is worth, then we have some good news and some good ideas for you. By law, the commission paid by a seller of a home to an agent is negotiable and cannot be fixed by any one government entity. Even though there are traditional fee structures, you can decide what your services are worth and if you provide the appropriate value, the market will pay you.
As Tom Hopkins teaches, there are three ways to handle any objection you face. You can bypass it, brag about it or respond to it. Bypassing an objection means that you “shelve it” and do not address the concern right away. This approach is only effective if the discounted listing fee objection comes up right away before you have really had a chance to give your full listing presentation.
Of course if you have given the full presentation and then the objection come up at the end, bypassing it will only aggravate the seller. At that point you will need to respond, however if the concept of discounted listing fee comes up in the beginning, then it is best for you to acknowledge the objection and then shelve it for later.
For example, when a future client asks what is your fee or if you will discount it your fee in the opening moments of your presentation, you can respond with:
“I understand you are concerned with the costs of selling your home. At this point, we have not fully discussed all of the objectives you have in marketing your home and therefore it would be difficult to quote a number. Ultimately you want the highest selling price in the shortest period of time don’t you? Let me make a note of your concern and then I will show you how we can help you achieve those two objectives.”
In this strategy you have acknowledged the sellers concern, but you have not been tied to a specific number. The fact is that until you can describe all of the services you can provide for them, it is unfair for you to concede or reveal any listing fee information.
The next strategy is designed to build more value in your listing presentation and brag about the objection of discounted listing fees. In order for this strategy to work you need to be prepared to walk away from discounted business. When you are new to the real estate profession this is difficult to do, yet the true professional is willing to stand their ground and make sure they are compensated according to the value they bring to the marketplace.
As you transition into your listing presentation, try the statement below. It will establish the foundation for your position on discounted listing fees and make it more difficult for the client to ask for the concession. Now, before I give you this phraseology, please realize that the risk of bragging about a specific objection is that you are bringing something up that the customer may not have thought of themselves. Having said that, the best times to use this strategy is when you anticipate the objection or you get to a point in your career where you hear it all of the time.
“Before we discuss how our firm can help you market your home, I wanted to let you know that I have learned something over the years. When people look to sell their home, they really look for three things: FIRST, they want the most exposure to ensure the highest selling price possible in the shortest time frame. SECOND, they want the best service from their agent throughout the transaction and FINALLY, they want the lowest selling costs.
I have yet to find a company that can provide all three of these things at the same time. They can not give you the most exposure, the best service all for the lowest selling cost. I am curious, which of these three are you most willing to give up? The best exposure, the best service or the lowest cost?”
By using this strategy, you establish right up front that the seller will basically “get what they pay for,” without using this old cliché. In most cases the client will respond logically and let you know they realize they can not get the most for the least and then it will be more difficult for them to bring up the objection later. Again, in a situation where you have a tough seller that says “they don’t care, they don’t want to pay the listing commission,” you may need to walk away from that seller.
This response can also work well if you hear the objection at the end of your presentation, although real estate agents around the country are telling us that the most effective way to “head-off” this challenge is to handle it up front.
The reality is that even if you end up taking a discounted fee, you need to establish your position of value so you have a better place to negotiate. This technique will work if you USE IT! Please let us know how this works for you so that we may share the idea with other real estate agents across the country.
Email me at ronm@resultsseminars.com
Nice Job Ron!
TK
Sunday, May 01, 2005
May Tech Review - The Treo 650
Last year I reviewed the Treo 600 after using a few other smart phones... I liked it, but the email function was weak and after I experienced a couple of glitches I took it into Sprint and was ready to trade it in on an old reliable flip phone.
However before I could pull the trigger, a friend of mine picked up the newer Treo 650 and I had a chance to give it a real good look - and I liked what a saw. The improvements from the 600 to the 650 make me salivate for the 700! Here's what I like best:
1. The Graphics - The graphics between the two models is unbelievable. The 650 makes the 600 look like it was a black and white. You can talk in terms of pixels, but why? The 650 just kicks butt.
2. The Email Function - Sprint's VersaMail program rocks. It works perfect and syncs automatically. With VersaMail the Treo is equal to the BlackBerry in every way. Leave a copy of incoming messages on your server and they are always on your laptop or desktop for later review.
The Improved Treo 650
3. Documents To Go - This 3rd party application works great on PDA and smart phones. It allows you to view, edit and even create Word, Excel and other documents. With the improved graphics even large spreadsheets can be viewed with clarity (if you know where to find your data).
4. Favorites - I have a favorite button for my bank website, google and even one that emails my entire company. In about 20 seconds I can email my entire team from anywhere in the country.
The real test of the Treo 650 was filling in for my laptop. A few months ago my laptop went "tango uniform" and I couldn't get it back from Gateway in time for a business trip. There was no way I was going to buy a new laptop so I hit the road with my Treo 650... and it did EVERYTHING my laptop would have done.
I bought a keyboard and with the exception of printing I was covered. I took two other trips while I waited for the laptop and each came off without a hitch.
If I had to recommend one piece of technology for 2005 it would be the Treo 650. Check it out at www.palmone.com/us/products/smartphones/treo650.
TK
However before I could pull the trigger, a friend of mine picked up the newer Treo 650 and I had a chance to give it a real good look - and I liked what a saw. The improvements from the 600 to the 650 make me salivate for the 700! Here's what I like best:
1. The Graphics - The graphics between the two models is unbelievable. The 650 makes the 600 look like it was a black and white. You can talk in terms of pixels, but why? The 650 just kicks butt.
2. The Email Function - Sprint's VersaMail program rocks. It works perfect and syncs automatically. With VersaMail the Treo is equal to the BlackBerry in every way. Leave a copy of incoming messages on your server and they are always on your laptop or desktop for later review.
The Improved Treo 650
3. Documents To Go - This 3rd party application works great on PDA and smart phones. It allows you to view, edit and even create Word, Excel and other documents. With the improved graphics even large spreadsheets can be viewed with clarity (if you know where to find your data).
4. Favorites - I have a favorite button for my bank website, google and even one that emails my entire company. In about 20 seconds I can email my entire team from anywhere in the country.
The real test of the Treo 650 was filling in for my laptop. A few months ago my laptop went "tango uniform" and I couldn't get it back from Gateway in time for a business trip. There was no way I was going to buy a new laptop so I hit the road with my Treo 650... and it did EVERYTHING my laptop would have done.
I bought a keyboard and with the exception of printing I was covered. I took two other trips while I waited for the laptop and each came off without a hitch.
If I had to recommend one piece of technology for 2005 it would be the Treo 650. Check it out at www.palmone.com/us/products/smartphones/treo650.
TK
Tuesday, April 26, 2005
The Plateau Principle
A few years ago I was helping one of our team members work through a decision they were making regarding leaving our group. It was tough – they were one of our top producers, a student of our business, a friend and someone that the entire organization looked to as a success story.
After reviewing consecutive years of earnings in which each year was easily a six figure income, I came to the conclusion that the challenge surely wasn’t money or the relationship we had between us. To complicate matters, they couldn’t express the reason why they really wanted to make a move (because it didn’t make logical sense), and I had to dig really deep to find an answer.
After some serious thought and the ultimate reality that we were going to lose this individual, I came up with the following description of what was happening from a business perspective and called it “The Plateau Principle.” Check it out:
“In any organization (business, sports etc.), an individual may ultimately reach a high level of achievement in which they can rise no further and thus they have reached their plateau. Unless the individual leaves their current environment (company, team etc.) and finds another organization to demonstrate their abilities and utilize their skills… they will soon digress in performance and attitude.”
What Leads to Plateau:
1. A real need on the part of the individual for something fresh and new.
2. Challenges with management that strain relationships to the point that severing the relationship is imminent.
3. The individual believes that their current opportunity is not attractive or is less than they deserve based on their perceived value of themselves.
4. The individual has risen to a higher level of responsibility but finds that they are incompetent to consistently perform at previous level of success. The resulting frustration can serve as a catalyst for any of the above three factors.
How to Prevent Plateau:
1. Provide opportunities for employees to try new lateral roles within the organization.
2. Cultivate an atmosphere of respect that allows employees to understand their role and management’s role within the organization.
3. Keep employees perceptions in line with reality.
4. Don’t give away opportunities and autonomy… make employees earn them over appropriate periods of time – no shortcuts.
Hope this helps the next time you have an opportunity to help an individual or an organization work through this very real issue.
TK
After reviewing consecutive years of earnings in which each year was easily a six figure income, I came to the conclusion that the challenge surely wasn’t money or the relationship we had between us. To complicate matters, they couldn’t express the reason why they really wanted to make a move (because it didn’t make logical sense), and I had to dig really deep to find an answer.
After some serious thought and the ultimate reality that we were going to lose this individual, I came up with the following description of what was happening from a business perspective and called it “The Plateau Principle.” Check it out:
“In any organization (business, sports etc.), an individual may ultimately reach a high level of achievement in which they can rise no further and thus they have reached their plateau. Unless the individual leaves their current environment (company, team etc.) and finds another organization to demonstrate their abilities and utilize their skills… they will soon digress in performance and attitude.”
What Leads to Plateau:
1. A real need on the part of the individual for something fresh and new.
2. Challenges with management that strain relationships to the point that severing the relationship is imminent.
3. The individual believes that their current opportunity is not attractive or is less than they deserve based on their perceived value of themselves.
4. The individual has risen to a higher level of responsibility but finds that they are incompetent to consistently perform at previous level of success. The resulting frustration can serve as a catalyst for any of the above three factors.
How to Prevent Plateau:
1. Provide opportunities for employees to try new lateral roles within the organization.
2. Cultivate an atmosphere of respect that allows employees to understand their role and management’s role within the organization.
3. Keep employees perceptions in line with reality.
4. Don’t give away opportunities and autonomy… make employees earn them over appropriate periods of time – no shortcuts.
Hope this helps the next time you have an opportunity to help an individual or an organization work through this very real issue.
TK
Tuesday, March 15, 2005
Motivation vs. Inspiration
Some time ago I came to the conclusion that what most people think is motivation is really inspiration. Email me if you think I'm off base - but only after reading further...
Motivation is often referred to in the following contexts:
1. "That was motivating"
2. "I need some motivation"
3. "We need to motivate our team"
4. "You de-motivated me" (I really hate this one as a sales manager)
5. "I need to go to a motivational seminar" (I love to hear this one!)
I believe what is really being said is:
1. "That was inspirational"
2. "I need some inspiration"
3. "We need to inspire our team"
4. "You did something and it did the oppostive of inspiring me"
5. "We need to go to a seminar and get inspired by some an idea or concept"
You see, motivation comes after you've been inspired to do something - you do it - and you see positive results. Thus you are MOTIVATED to continue a specific course of thought or action.
Here's an example of what I'm talking about... if I read a book on getting in shape and it has some great pictures of people who've used the ideas and look great that INSPIRES me. I want to look that way too.
If I use the information and techniques and see RESULTS in a few weeks, and start feeling better I then become MOTIVATED to continue using the information. Makes sense - doesn't it?
So as sales professionals, we shouldn't ask others to motivate us - we motivate ourselves by thinking and acting on good information. What we should do is look for inspirational ideas and put ourselves around inspirational people. If you seek, you'll find and then you need to act.
For sales managers, we need to make sure we are creating an INSPIRATIONAL enviornment where great people can have great success in our organizations. We also need to help our team members realize the difference between inspiration and motivation and help them take accountability for their own actions.
If I'm missing something here email me at tomk@resultsseminars.com, or if you agree, shoot me an email. It will inspire me...
TK
Motivation is often referred to in the following contexts:
1. "That was motivating"
2. "I need some motivation"
3. "We need to motivate our team"
4. "You de-motivated me" (I really hate this one as a sales manager)
5. "I need to go to a motivational seminar" (I love to hear this one!)
I believe what is really being said is:
1. "That was inspirational"
2. "I need some inspiration"
3. "We need to inspire our team"
4. "You did something and it did the oppostive of inspiring me"
5. "We need to go to a seminar and get inspired by some an idea or concept"
You see, motivation comes after you've been inspired to do something - you do it - and you see positive results. Thus you are MOTIVATED to continue a specific course of thought or action.
Here's an example of what I'm talking about... if I read a book on getting in shape and it has some great pictures of people who've used the ideas and look great that INSPIRES me. I want to look that way too.
If I use the information and techniques and see RESULTS in a few weeks, and start feeling better I then become MOTIVATED to continue using the information. Makes sense - doesn't it?
So as sales professionals, we shouldn't ask others to motivate us - we motivate ourselves by thinking and acting on good information. What we should do is look for inspirational ideas and put ourselves around inspirational people. If you seek, you'll find and then you need to act.
For sales managers, we need to make sure we are creating an INSPIRATIONAL enviornment where great people can have great success in our organizations. We also need to help our team members realize the difference between inspiration and motivation and help them take accountability for their own actions.
If I'm missing something here email me at tomk@resultsseminars.com, or if you agree, shoot me an email. It will inspire me...
TK
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