|
|
| Motivation Information |
|
|
Understanding What Motivates People to Take Action
So I wanted to buy a car. It was a tough choice but I decided that my next new car would be a Volvo. So I drove down to a local dealer and told him I wanted to take a look at a few Volvos and could he help. "Of course" he replied. After viewing a few of the cars I decided to test drive one of them. As I drove around the salesman went on about how great this car is and how customers don't complain about the car and how they love their Volvos. I then asked him to be more specific about what customers like about their Volvo. He seemed to hesitate. It quickly became obvious no one had ever asked him to be specific. He said, "Well you know, people like the way it drives and how it looks." He rambled on but never got into specifics. After a few test drives and more "oohs, ahs" about how great it would be to own a Volvo I thanked him and left without buying a car. I just wasn't sure and wanted to think about some more. About a week or so later I decided to go back and test-drive some Volvos again. This time I went to a different dealership hoping to get another flavor before making up my mind. The salesman that greeted me was a polite and unassuming individual. We'll call him Jack. Jack asked me simple questions about what I was looking for in a car. I also told him that I had test driven a few Volvos but was unsure of whether to buy or not. Jack listened and nodded his head and said, "Alright. Let's begin with the model you like the most." I said, "Sure." We got into the car and I was ready to start the car when Jack asked me to wait a minute. Jack then went on to explain the features of the car. By the time he was done I understood what every button on the panels, dashboard and doors could do. Then Jack explained how many of these features would make my drive more comfortable. It became quickly apparent that Jack understood how to sell benefits, not features. When we finally started driving, Jack began to go into the history of the Volvo; origin, model transitions and improvements and on and on. It was like listening to a Volvo documentary?with me in it! When we finished driving, Jack stepped me around the car to explain some of the hidden safety features. Volvo is known for being one of the safest cars in the world. And after Jack's mini-tour around the vehicle I understood why. Needless to say, within an hour I was sitting down in his office finalizing the paperwork to purchase my first Volvo. I gleaned a couple lessons from this experience that I want to share with you. First, Jack wasn't a 'slick' salesman. He was an average guy with a very modest demeanor. Most people have it in their heads that to be a great salesperson you have to be a fast and smooth talker. Wrong. Who would you trust more? A fast talking salesperson like the first with slick answers and no depth or someone like Jack who answers all your questions with details and facts? Second, people don't want to be sold, they want to be convinced. Jack understood that giving me a lot of information would go a long way in helping me decide as to whether I wanted to buy or not. Having enough information allowed me, or better yet, convinced me to make a decision. I did not buy from the first dealership because I did not have enough information to make an informed decision. All I had were the opinions of other people who had driven the car from a salesman I did not personally know. Testimonials are great, but unless I know the person behind the testimonials it mean very little to me. More often then not, people reject proposals or making a buying decision because somewhere in the sales process their concerns weren't addressed. They still have lingering doubts about whether it is the right choice for them. Jack's approach reminded me of an adage I keep in mind when trying to understand the link between motivation and action: "An uninformed mind is a confused mind. And a confused mind will NEVER make a decision." In a hyper-capitalist society where we are inundated and bombard with new technology and features, our minds often times can't keep up. The job of a salesperson is to explain the new advances, but more importantly how they benefit the buyer. Whether selling or just trying to convince others, what motivates people into action is 1) knowledge and 2) that it is in their best interest. Think about it for a second. When you know 'how to' do something, you rarely hesitate in getting it done. When you know that it will benefit you personally, you will act! A final note: If you are in management, keep this is mind when someone doesn't buy into your approach, strategy or way of thinking. Maybe the reason they don't has less to do with your ideas, and more to do with them not having enough information to make an informed decision OR how it will benefit them in the long run. p.s., Update: five years later my Volvo is still going strong! Victor Gonzalez, top Hispanic motivational speaker and author of "The LOGIC of Success". For more info go to: www.thelogicofsuccess.comwww.thelogicofsuccess.com or by email victor@thelogicofsuccess.com
Motivation - Google News |
|
|
|
Business Management Life Is About Taking "Move out of your comfort zone. You can only grow if you are willing to feel awkward and uncomfortable when you try something new." Brian Tracy Unleash Your Unlimited Power Your Non-Conscious Mind is 98% of your full power. Your Inner Knowing is at least 986,743 times more powerful than your non-conscious mind. The reason is because this inner knowing has direct access to harness the infinite powers of the universe to produce results. Success: 10 Easy Success Tips To Help You Achieve Your Ambitions In Life I want to wish you good health, long life, success and happiness. Do I have What It takes? What am I made of? Do I have what it takes? I want to succeed, can I do it? Curing the Blues - 14 Feel-Good Ways to Get Out of the Dumps Everyone goes through that "in the blues" feeling once in awhile. The best cure is to be around people that you care about; family, friends; and keeping yourself busy enough to change your mind. Here are some "mood changers" to help you overcome those "down- in-the-dumps" feelings. Speed Reading Technique Four Brilliant Tips to Speed Read Faster than Ever Harnessing the Power of the Unknown: Move from Repeating the Past to Re-inventing the Future The Unknown - it is scary territory for many, something to be avoided for others and shameful for those who feel they are supposed to know everything. What is your relationship with the Unknown? Take a moment to ponder it because your attitude towards and experience of this is what governs your ability to create, to innovate and truly bring more of yourself out into the world - in short to be successful. If you are going to create something new in your life in your career, your relationships and your creative endeavors you will be walking into unknown territory. Learning how to navigate this territory effectively and with power is what makes the difference between having a full, rich experience of life and work you enjoy, relishing the adventure of every day or living in frustration wondering why the same thing keeps occurring repeatedly. How Are You Feeling? Its More Of A Brain Question Than You Think How you respond to How are You reveals a great deal about you. Power Of The Mind THOUGHTS Words that Inspire: PASSION What is your PASSION? Tips To Get Motivated and Overcome Procrastination Procrastination is a complicated behavior that affects all people to some degree. Some experience only small problems with procrastination while with others, it is a major source of anxiety and stress. Lack of motivation and procrastination is related to time management. Procrastinators often fail to complete tasks even though they know what the task is and the time they have to do it. The P Word... Procrastination A problem many of us are familiar with. Its showing up in your work environment interfering with your daily life.and peace of mind. Ten Tips to Create More Life for Your Life When people begin to investigate career change, often they don't want a new career at all. They love their career -- but they also want time for creating a life outside work. As a lifetime leisure-seeker, I've created ten tips to help you get started on the quest for "more time in your life -- and more fun." Increase Your Energy! It was only about 18 months ago that I could not even keep up with a 90-year old's energy levels. At my partner's family functions, I often sat with his grandmother who, by the end of the evening, was still lively and chirpy while I was barely able to keep my eyes open. Most evenings I would come home after work, curl into bed with a book and fall asleep. When I woke up I would feel tired and demotivated. I figured I did not have enough time left to do anything interesting, so I would go back to bed. Sometimes I would even fall asleep at the book shop while choosing which books to buy! Qualia and Quanta Ah, those New Year's resolutions. The Power Of Rules - Petty, Petty, Petty Rules In 2004 a group of seven spoilt and often aggressive British teenagers were sent to a working ranch in Utah called "Turn-About Ranch" to undergo a regime of strict discipline and hard work. Are Your Dreams A Day Late And A Dollar Short? One of the greatest challenges facing our ever intensive quest for the impossible dream is to make it across the finish line even if it's only by the skin of our teeth. Many outstanding accomplishments have been started just to see our vision die one foot short of the goal line. Sound familiar? Don't get your knickers in a twist; here's an idea. What's in Your Blind Spot? We frantically search for our "lost" keys that are lying in plain sight on the kitchen counter. We don't we see the keys. Why not? Because we already decided "the keys are not there." And once we make that decision, we create a blind spot in our awareness. The result is that we don't see the keys where we don't expect them to be. Getting Started is the Toughest Part of the Job One of the most challenging things about starting on a new project, goal or task usually isn't the planning, the thinking about it and the mapping it out. It is the doing! Actually taking the first step is often the most difficult part of any new endeavor. Your Dream Can Be Your Future Here is a basic truth you must accept and believe if you are to achieve your dream?
|
| home | site map | 
|
| © 2006 www.elearn-university.com |
