| Unless forced, a person will only do something well | | | | make markets for products and/or services even |
| if they are self-motivated; the word "motivation" | | | | when they are playing against the odds. If a |
| means "motion for action." The word "emotion" is | | | | person is really self-motivated to make a |
| derived from Latin roots meaning "to move." | | | | difference, they will keep trying, even in the face |
| People are "self-motivated" when they find a | | | | of failure. |
| reason to do something - the decision is often | | | | Leaders and salespeople use four drivers based |
| made emotionally, and then justified rationally. | | | | upon wants to influence others to achieve results |
| Leaders have to motivate themselves first, | | | | or buy: association, opportunity to gain, incentive, |
| relying on their own instincts, sometimes in | | | | and fear of loss. |
| uncertain conditions, whereas followers have | | | | Association: |
| leaders to inspire them. Using their best influence, | | | | Followers or prospects want to associate with a |
| leaders establish an environment that enables | | | | respected or well sought team or buyer group |
| followers to motivate themselves. However, | | | | because they share the same values, attitudes, |
| followers can be leaders too if they can inspire | | | | behaviors, and beliefs: |
| others to achieve results. | | | | - Becoming a member of a highly visible team, |
| When tasks are assigned, leaders have to assess | | | | appointed by top management, and consisting of |
| both the competencies and commitment of | | | | the perceived "up-and-comers" of the enterprise |
| followers, and qualify them accordingly. If a | | | | - Becoming a member of an elite country club or |
| follower is competent, but not committed, the | | | | similar group |
| quality of their work may be substandard. So a | | | | - Acquiring products and/or services used by |
| leader has to influence the follower to commit to | | | | celebrities, such as cars, clothes, electronic |
| the task so as to achieve quality results. | | | | gadgets, and gourmet food and beverages |
| For all the effort that enterprises expend in | | | | - Acquiring "designer label" products and/or |
| research and development, operations, and | | | | services because they are perceived as stylish |
| business development, the costs and expenses | | | | and in-vogue |
| are only recovered and profits earned if | | | | Opportunity to gain: |
| salespeople close sales to move products and/or | | | | Followers or prospects want to take advantage |
| services to customers. | | | | of an opportunity for either tangible or intangible |
| Salespeople have to motivate themselves first in | | | | benefits: |
| order to create an environment that influences | | | | - Obtaining a job position through which higher |
| others to buy. It can be an uncomfortable feeling | | | | compensation can be earned |
| to make a cold call, or to promote a new product | | | | - Obtaining a job position through which new |
| for which there is no track record. However, | | | | knowledge, skills, and experiences can be gained |
| salespeople have to meet new prospects and | | | | - Acquiring a product and/or service through |
| promote new products and/or services on an | | | | which new knowledge and skills can be learned |
| ongoing basis to keep their pipelines flowing. | | | | - Acquiring real estate in a neighborhood where |
| Salespeople have to qualify their prospects in | | | | property values are appreciating quickly |
| terms of authority, desire, and resources to buy - | | | | Incentives: |
| if a prospect is not qualified, the only answer is | | | | Followers or prospects want to receive rewards |
| "no." | | | | and recognition: |
| An individual is "casually motivated" when they act | | | | - Receiving additional compensation such as higher |
| regardless of the efforts of others. | | | | salary, bonuses, and commissions |
| To establish an environment that motivates | | | | - Receiving awards and citations at "town hall" |
| others towards the desired result, leaders and | | | | meetings or in the media |
| salespeople have to understand the difference | | | | - Receiving discounts or bonus points, such as |
| between what people need and what they want. | | | | frequent flyer miles |
| Whereas the needs of individuals tend to be | | | | - Receiving invitations to special events not open |
| rational, the wants tend to be emotional. For | | | | to all employees or the general public |
| example, a person may need food, but wants a | | | | Fear of loss: |
| banquet; may need shelter, but wants a mansion; | | | | Followers or prospects fear losing their "want" - |
| and may need a job, but wants to be boss. | | | | the ability to associate, take advantage of an |
| When needs and wants don't align, influencing | | | | opportunity, or receive an incentive: |
| people to act through their emotions helps as | | | | - Perceiving that time, space, or inventory are |
| savvy advertisers know. Using images and words | | | | running out, such as for events, trips or products |
| to raise the emotions of followers and prospects | | | | and/or services |
| can turn a boring task or product into something | | | | - Perceiving that someone less qualified will get |
| exciting and compelling. Even the packaging of | | | | the offer or incentive |
| everyday products can create an emotional spark | | | | - Knowing that they are not qualified for the |
| through the use of images and words that create | | | | offer, but the leader or salesperson is ignoring |
| momentum and urgency. | | | | that fact, enabling them to have something that |
| However, if a person isn't in the mood or is in a | | | | they otherwise would not be entitled to |
| state of denial, then they may not want to act, | | | | - Knowing that they are not qualified for the |
| even though they need to. | | | | "advertised" offer, but the leader or salesperson is |
| A mood is less intense than an emotional state, | | | | offering something which is more achievable or |
| and is less likely to be influenced by an event or | | | | affordable, such as a less demanding position or a |
| situation. | | | | less sophisticated product and/or service, without |
| Denial means that an individual believes a certain | | | | creating an embarrassing situation |
| condition to be true or false when facts and other | | | | Successful leaders and salespeople know how to |
| information suggest otherwise. Believing that there | | | | use imagery and language to influence others |
| is a market for their products and/or services, | | | | through momentum and urgency; the alternative |
| entrepreneurs, executives, and lifestyle business | | | | is force. |
| enterprise owners can be in a state of denial | | | | Using the four drivers of influence to lead and sell |
| when the behavior of prospects suggests | | | | are enterpriship (entrepreneurship, leadership, and |
| otherwise - it's a function of how long they can | | | | management) competencies. |
| withstand the pain. However leading salespeople | | | | |