CONFIDENCE  and MOTIVATION


CONFIDENT PEOPLE

  1. They are not more intelligent. But they may be better informed. They have used their intelligence, then, to acquire the information they desired ... which in turn made them more confident.  And this has nothing to do with talent. But they do appear to know their “buried assets” well, and to understand the limits of these assets. 
  2. They will do what they can do and will avoid that which makes them look foolish.
  3. They are not more human. Nor do they see themselves as better than others.
  4. They simply realize the futility in expecting the impossible, thriving instead on their “human-ness.” 
  5. Moreover, they recognize that all they can give life is “their best shot” ... and they let it go at that.  BUT they tend to take themselves far less seriously than others take themselves. They display a “sense of balance".
  6. Confident people differ very little from their unsure counterparts. Confidence is he positive of the negative fear. Therein lies the balance. It is a state of mind, a mind-set, if you will, which nourishes their being and sustains their efforts when others might be prone to quit. 
  7. Confidence, too, represents the harnessing of their creativity rather than being consumed by their drive forces. People, confident and unsure alike, share essentially a similar intellectual potential and talent.
  8. A healthy ego relates to a firm grasp of reality. A sales person deals with people as they really are, exactly as they are. And success is within grasp if he or she is who they are.
  9. Selling is reactive. We have prepared answers for all the usual questions. Selling means having the presence to know what the customer wants and is pursuing. The confident salesman has a sensitivity to the customer and his needs. 
  10. But too fine a sensitivity can be debilitating without an ego. Rejection is nearly immobilizing and being confident is the armor that turns this into opportunity.  A fine sensitivity, then, is a healthy part of the customer-salesman relationship. They are not more intelligent. But they may be better informed. 
  11. They have used their intelligence, then, to acquire the information they desired ... which in turn made them more confident. And this has nothing to do with talent. But they do appear to know their “buried assets” well, and to understand the limits of these assets. 
  12. They will do what they can do and will avoid that which makes them look foolish. They are not more human. Nor do they see themselves as better than others.
  13. They simply realize the futility in expecting the impossible, thriving instead on their “human-ness.” 
  14. What I have been implying thus far is that there are basically two approaches to selling: The sales person concerned about “ hat is in it for him" (sales oriented selling)  The sales person who has his customer's "best interests at heart" (customer-oriented selling)
  15. Selling is an art using persuasive communication to obtain a customer's commitment to purchase or use a product or service.  First, 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. 


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 motivators and we all have had them in our worlds at one time or another.  They do not last that long and soon something else must come along to fill the gap.  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 BECOMES APPARENT)

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

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

 

WHAT DO WE SEE IN WINNERS

  1. He can handle rejection and regenerate his motivation.
  2. He believes in himself and that he is entitled to all he earns. A materialistic attitude.
  3. He proves that there is no limit to what one can earn.
  4. He can grasp the reality of a situation.
  5. He leads rather than follows the customer.
  6. We can relate his beliefs in his product to the customer effectively.
  7. He understands that people buy for need, variety, profit, status, investment, ego.
  8. He knows that people buy what something does, not what it is.
  9. He knows when and how to create emotional highs in people.
  10. He understands certain words offend people.
  11. He can relate on common ground.
  12. He knows how to turn procrastination into action.
  13. He knows how to relate good thoughts.
  14. He has a fine value of himself and charges for it.
  15. He is aware of his surroundings, himself, and his clients and.
  16. He maintains thoughtful, ethical business relationships.
  17. He creates a desire in his customer by selling them more product, better than they needed.
  18. He uses lots of physical action to show his product.
  19. He involves as many of his customer's senses as possible.
  20. He uses questions to control the selling situation and to involve the customer.
  21. He uses questions which answer in the positive.
  22. He uses deductive questioning which makes the customer come up with the correct answer.
  23. He uses active questioning which require a response.
  24. He takes notes to be accurate.
  25. He knows the power of phrases.
  26. The professional salesperson controls the buying process with questions and answers.

    Samples:   By the way..............The great interrupter,  Tell me.....................Demands an answer ,  Say, did I tell you... Adds new thought,   Did you know.........New questioning.

 

  1. SELF-DEVELOPMENT QUESTIONNAIRE
  2. Do I really want to be successful?
  3.  Am I ready and willing to exert the necessary effort? 
  4. Am I willing to sacrifice some of my time and pleasure?
  5. Is my attitude, right?
  6. Do I have a clear picture of my objective?
  7. During adverse conditions, do I double my efforts to succeed?
  8. Am I respected by my subordinates, associates, and superiors?
  9. Can I discuss intelligently, without anger or differences of opinion and criticism?
  10. How is my dress?
  11. How are my manners?
  12. How is my health?
  13. Do I have any bad habits such as excessive smoking, drinking, gambling?
  14. Do I appear friendly?
  15. Am I courteous?
  16. Could I improve my public speaking?
  17. Do I become discouraged easily?




CUSTOMER-ORIENTED APPROACH
Buying something makes people feel good.  Hence, 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, customer's 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:

He wants to feel he is an active participant in the selling process, and wants to feel his opinions are respected ... that he is important.  He wants to be satisfied in his own mind, regardless of what the sales person thinks and the decision to act is his own with 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 ORIENTATED APPROACH.