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10 Secrets to Motivating Yourself to Great Accomplishments
10 Secrets to Motivating Yourself to Great Accomplishments by Ed Sykes ©2004 1. Positive Affirmations Our subconscious mind is a wonderful tool for success or failure. It will do what we tell it to do. It all depends on what thoughts we feed it. So...
Delegation: When to Delegate, Who to Delegate to
There are some very simple guides for delegation. Most people delegate based on not wanting to do something. They simply walk out to their secretary or the closest sub-ordinate and ask them to do/finish the project. These people use delegation...
EFFICACY AND PROFITABILITY IN COMMERCIAL AVIATION
----------------By Box------------------By: Capt.Savas Uskent ATP/CFI Boeings 737/800, B737/400-500, Airbus310/300-200,BAe146/100-70, Challenger 601-3A, LR-60, LR-55, LR-35, Caravelle SE210 http://www.geocities.com/uskent/index.html...
Success Is a Choice ©
"You're as successful as you want to be." Just try and throw this statement out at your next networking function or family gathering and watch the sparks fly. Emotions may flare up, yet it will not discount the validity of this statement. To...
Wake Up! -- You Are Asleep!
WEEKLY WISDOM NEWSLETTER Wake Up! -- You Are Asleep! November 6, 2003 I'd like to welcome our new subscribers! If you've been forwarded this article and would like to subscribe.... click here.I am working on assembling a 3-month Group Coaching...
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Consulting Versus Selling
Consulting Vs Selling, How we can make sales by not doing selling but consulting. As we know, everybody loves to buy but hates to be sold. We need to engage in non-manipulative selling, and ask deeper questions that will make the sale.
View Yourself As A Consultant
One particular self-image possessed by high-achieving salespeople is that they see themselves as consultants rather than as salespersons. They see themselves as problem solvers with their products or services rather than as vendors looking for someone who will trade them money for what they have to offer.
Approach Them As Clients
They do not approach their customers with hat in hand, hoping for a sale. They approach their "clients" with the attitude that they are consultants calling on the prospect to help him or her solve a problem or achieve a goal.
Ask Questions And Listen Carefully
Seeing themselves as consultants, they ask questions carefully and listen intently. They focus all of their energies on understanding the customer's situation so that they can make intelligent recommendations based on what the customer really wants and needs.
Become An Expert In Your Field
As consultants, they recognize that they must be experts, authorities in their field. They know their products and services from one end to the other. They invest many hours familiarizing themselves with every single detail of what they sell, and of what their competitors sell as well. They know the strengths and weaknesses, the advantages and shortcomings, the features and benefits of what they
are offering. They have excellent product knowledge, which their customers can sense and which gives both themselves and their customers greater confidence throughout the sales conversation.
Differentiate Yourself from Your Competitors
Top salespeople, positioning themselves as consultants, see themselves as resources for their clients. They see themselves and carry themselves as advisors, mentors and friends. They become emotionally involved in their transactions and they are generally concerned that their product or service be the ideal solution to the real needs of the prospects they are dealing with. They differentiate themselves from their competitors by being more concerned with helping their prospects than with selling their products or services. Their customers often feel that they care more about them than they care about making a sale. And it's true.
Action Exercises
Here are two things you can do immediately to put these ideas into action.
First, see yourself as a problem-solver rather than as a salesperson. Take sufficient time to understand the prospect's real need before you start selling.
Second, think of ways to tailor your product or service to your customer's needs so that he sees what you sell as the ideal solution for him.
About the Author
Gordon Goh is author of the free, informative website content of Motivation | Inspiration Tips offering quality useful tips for Motivation
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| Motivation - Wikipedia, the free encyclopedia |
| Article giving an overview of the concept. Includes history, information on human psychological drives, and applications in business and education. |
| en.wikipedia.org |
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| Motivation |
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| The Motivation Tool Chest |
| Motivation tips on self-development, workplace, leadership, at-risk youth, education. Example: People who have a vision control their destiny and lifestyle. |
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| Seven Rules of Motivation |
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| Motivation |
| MOTIVATION CHECKLIST. The following checklist may prove helpful in getting at the ... If you want to improve your motivation you may want to choose a ... |
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| GENERAL PRINCIPLES OF MOTIVATION |
| Basic principles of motivation exist that are applicable to learning in any ... In a general learning situation, self-motivation without rewards will not ... |
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| TIP: Concepts |
| Weiner (1990) points out that behavioral theories tended to focus on extrinsic motivation (i.e., rewards) while cognitive theories deal with intrinsic ... |
| tip.psychology.org |
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| Motivational Quotes, Motivational Quotations, motivation quotes ... |
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| Motivation & Inspiration from The Daily Motivator® |
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| Teambuilding Inc. Article - Team Motivation |
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| Learning Skills Program - Increasing Motivation |
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