Motivation
is a key component for any kind of success, no matter what the venture. In the
competitive business world of today, however, it is an enormously effective
tool, and its applications are much more obvious than anywhere else, perhaps,
because the effects are immediately visible.
Motivations
enters the picture when it's necessary to begin something, has the power to
sustain teams while the project is underway, and it can serve as an
inspirational seed for the next project or challenge. It comes in useful, then,
for any beginning, middle, and end, and it has a role, certainly, in sales training.
The
best training will find ways to bring the focus back to motivation, no matter
what the technique, or what the goals of the sales team might happen to be. The
four components of selling, based on actions, appearance, content, and method of
delivery, all tie into developing a sales team that is highly motivated.
Interestingly enough, these are also the natural products of a motivated sales
team.
Motivation
isn't simply a theory, then, and it's never successful when it's designed with
manipulation in mind. It is something that comes from a great love for the work,
and a real pleasure in working with clients and customers. It's also a daily
practice.
A
motivated seller is effective only insofar as they are able to truly connect to
the client in a meaningful way, because the bottom line in any kind of
negotiation is based in content. When the content is there at the beginning,
then it's never a matter of manipulation, but simply a matter of finding the
right path to the goal. When a goal is met again and again, motivation comes
naturally.
When
things become challenging, then motivation is an excellent tool to get things
jump-started again, and for these reasons, it can be more valuable than gold. Learning how to motivate a team, and teaching people to motivate
themselves is the golden path for moving from one success to another.
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