Motivation, Sales & Success
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Motivational Talk: Just two things make us successful. The one thing is much more important than the other; but do you know what the two things are?
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Motivation, Sales & Success
- 1. 1 is CHOICE Presented by Ian Rheeder Chartered Marketer (SA), MSc. Innovation Updated: Oct 2008 The Big “C” Sales - Motivation - Success 45 – 90 min Talk
- 3. 3 Ian Rheeder, Markitects THE MOST IMPORTANT THING YOU’LL EVER DO On This Planet Is? As a Salesperson:
- 4. “Low self-esteem is like driving through life with your hand-break on.” Dr. Maxwell Maltz
- 5. A STRONG, POSITIVE SELF-IMAGE IS THE BEST POSSIBLE PREPARATION FOR SUCCESS IN LIFE. Dr Joyce Brothers
- 6. “Attitude, determines your altitude.”
- 7. because because I’m Good at It www.markitects.co.za
- 8. 8 Factors Influencing Customers’ Decisions to Buy (B2B) Calibre of Salesperson 39% Offering a Total Solution 22% Quality of Product/Service 21% Price 18% HR Chally (USA), 2013 100% 8,000 Sales Team Study
- 9. Gallup Studied 250,000 Salespeople SALESPEOPLE are FOUR TIMES more important than the products they sell. BUILDING A WORLD-CLASS SALES FORCE, 2008, Gallup
- 10. Part 1 of 4 Part 1: Energy & Focus Part 2: Energy Part 3: Focus Part 4: Exercises – Values, Goal Set Motivating Salespeople The Big “C” is Choice
- 11. 11 In general, what makes us successful?
- 12. “He who has a WHY to live for, can bear with any HOW.” Friedrich Wilhelm Nietzsche (1844 – 1900)
- 13. 13 Energy & Focus What separates us? www.markitects.co.za Why? How?
- 14. 14 Focus & Energy Written Goals Aligned to our Core Values The Secret?
- 15. Your Comfort Zone Self-awareness New Goals New Knowledge New Skills New Attitude New Sacrifices New Risks New Failures New Habits New Successes Where the Growth happens Ian Rheeder
- 16. 16 Question? Write down the three most stressful things that happened to you during your teenage years or adulthood, or even your career. Ian Rheeder
- 17. Part 2 of 4 Part 1: Energy & Focus Part 2: Energy (Feelings, Why) Part 3: Focus (thinking) Part 4: Exercises – Values, Goal Set Motivating Salespeople The Big “C” is Choice
- 18. 18 Why are some people so successful? Time Feb 2006 The ‘gene’ is Persistence 10,000 hours
- 19. Ian Rheeder If reality looks NEGATIVE, make an OPTIMISTIC plan.
- 20. Neuroscience
- 21. A THOUGHT is a gentle flare, a quiet breeze or whisper -- a tiny fraction of a feeling. Ian Rheeder, Markitects A FEELING is a giant flame -- a strong wind of traction -- that lifts the laziest soul to ACTION.
- 22. THOUGHTS & FEELINGS BECOME ACTIONS, which MANIFESTS REALITY Ian Rheeder, www.markitects.co.za
- 23. 23 2% of body
- 25. 25 We manufacture our reality
- 26. 1,000 pound, 17 foot croc 26
- 27. What is three-times more powerful than positive thinking? 27
- 28. Part 3 of 4 Part 1: Energy & Focus Part 2: Energy (Feelings, Why) Part 3: Focus (How, Plan, Thinking) Part 4: Exercises – Values, Goal Set The Neuroscience of Persuasion The Big “C” is Choice
- 29. 29 Hope alone, is not the best strategy. Focused -- but no plan of action
- 30. 30 We are the only mammal that can choose our thoughts!
- 32. Viktor Frankl 32 (1905 – 1997) Man’s Search for Meaning (1946)
- 33. 33 Question: What’s Your Reality “Calm & Positive”
- 34. 34 Exercise? Look at your 3 most stressful things that happened to you. Ian Rheeder
- 35. 35 Question? Did at least one or more of these thing make you grow/mature into the person that you like being today? Warren Bennis & Thomas. (2002). Crucibles of Leadership. Harvard Business R. Study of 40-Top CEOs in the USA. All grew the most as leaders from stressful periods in life. Ian Rheeder
- 36. 36 In reality, “bad luck” almost always becomes “good luck”; we just can’t see it at the time. Ian Rheeder
- 37. The Lesson? 37 Consciously choose to look for the positive lessons, whilst we are going through any “reality”. Ian Rheeder
- 38. Spreitzer, G, & Porath, C. (Jan-Feb, 2012), Harvard Business Review. p.96, and p.102 • Creativity increases by 300%. • Call centre staff 400% higher sales • Other sales staff 37% higher sales
- 39. Optimism 39 Dr. Martin Seligman discovered an optimist outsells a pessimist by 50%.
- 40. Part 4 of 4 Part 1: Energy & Focus Part 2: Energy Part 3: Focus Part 4: Exercises – Values, Goal Set The Big “C” is Choice
- 41. Ian Rheeder It’s a beautiful experience, when your career and your passion come together. VALUES & CAREER
- 42. Do you know your Core Values? BUT… AND… Have you linked them to your career?
- 43. Are you aware of your Values?
- 44. Your personal values will influence your behaviour
- 45. 45 Spark without fuel. Ignited genius. “Yes I can!” (Fire & Fuel) Damp smouldering wood. No spark and no fuel. Fuel without spark. Genius stuck in the mud. Low HighMedium Talent, Skills, Knowledge, Experience, Support ValenceSynergy(Spark) Motivation:MinimisePain&MaximiseGain Expectancy (Fuel) Source: Based on professor Victor Vroom’s Expectancy Theory on Motivation
- 47. 47 Choose a Sales Goal (Area: Career & Financial) Exercise: Sales Goals
- 48. Personal Power is the ability to take ACTION.Anthony Robbins
- 49. “I WILL cause I CAN.” Ian Rheeder
- 50. ian@markitects.co.za www.markitects.co.za THANK YOU! The Big “C” is Choice: by