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Motivation, Sales & Success
The document by Ian Rheeder focuses on the importance of self-image, motivation, and the ability to make choices in achieving sales success. It emphasizes that persistent effort, self-awareness, and aligning personal values with career goals can significantly influence outcomes. Additionally, it discusses the neuroscience of persuasion and the impact of positivity on sales performance.
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Motivation, Sales & Success
- 1. 1 is CHOICE Presented by IanRheeder Chartered Marketer (SA), MSc. Innovation Updated: Oct 2008 The Big “C” Sales - Motivation - Success 45 – 90 min Talk
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- 3. 3 Ian Rheeder, Markitects THEMOST IMPORTANT THING YOU’LL EVER DO On This Planet Is? As a Salesperson:
- 4. “Low self-esteem is likedriving through life with your hand-break on.” Dr. Maxwell Maltz
- 5. A STRONG, POSITIVE SELF-IMAGE IS THEBEST POSSIBLE PREPARATION FOR SUCCESS IN LIFE. Dr Joyce Brothers
- 6. “Attitude, determines youraltitude.”
- 7. because because I’m Good atIt www.markitects.co.za
- 8. 8 Factors Influencing Customers’ Decisionsto 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 250,000Salespeople SALESPEOPLE are FOUR TIMES more important than the products they sell. BUILDING A WORLD-CLASS SALES FORCE, 2008, Gallup
- 10. Part 1 of4 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, whatmakes us successful?
- 12. “He who hasa WHY to live for, can bear with any HOW.” Friedrich Wilhelm Nietzsche (1844 – 1900)
- 13. 13 Energy & Focus Whatseparates us? www.markitects.co.za Why? How?
- 14. 14 Focus & Energy WrittenGoals Aligned to our Core Values The Secret?
- 15. Your Comfort Zone Self-awareness NewGoals 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 threemost stressful things that happened to you during your teenage years or adulthood, or even your career. Ian Rheeder
- 17. Part 2 of4 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 somepeople so successful? Time Feb 2006 The ‘gene’ is Persistence 10,000 hours
- 19. Ian Rheeder If realitylooks NEGATIVE, make an OPTIMISTIC plan.
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- 21. A THOUGHT isa 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 IanRheeder, www.markitects.co.za
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- 25. 25 We manufacture ourreality
- 26. 1,000 pound, 17foot croc 26
- 27. What is three-times more powerfulthan positive thinking? 27
- 28. Part 3 of4 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, isnot the best strategy. Focused -- but no plan of action
- 30. 30 We are theonly mammal that can choose our thoughts!
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- 32. Viktor Frankl 32 (1905 –1997) Man’s Search for Meaning (1946)
- 33. 33 Question: What’s YourReality “Calm & Positive”
- 34. 34 Exercise? Look at your3 most stressful things that happened to you. Ian Rheeder
- 35. 35 Question? Did at leastone 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, “badluck” almost always becomes “good luck”; we just can’t see it at the time. Ian Rheeder
- 37. The Lesson? 37 Consciously chooseto 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 discoveredan optimist outsells a pessimist by 50%.
- 40. Part 4 of4 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 abeautiful experience, when your career and your passion come together. VALUES & CAREER
- 42. Do you knowyour Core Values? BUT… AND… Have you linked them to your career?
- 43. Are you awareof your Values?
- 44. Your personal valueswill influence your behaviour
- 45. 45 Spark without fuel. Ignited genius. “YesI 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
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- 47. 47 Choose a SalesGoal (Area: Career & Financial) Exercise: Sales Goals
- 48. Personal Power is the ability to takeACTION.Anthony Robbins
- 49. “I WILL cause I CAN.” IanRheeder
- 50. ian@markitects.co.za www.markitects.co.za THANK YOU! The Big“C” is Choice: by