Trainer's Tip: What's My Motivation?

TrainingZone

Trainer’s Tip: What’s My Motivation?

By TrainingZone

Following help from the community having posted her own Any Answers question, Lucy Sleigh shares the tips she received on how to motivate sales people.

Every time someone says no I’m another step nearer to someone who says ‘yes’.

When someone says ‘no’ they are saying ‘yes’ to something else – generate curiosity as to what that might be – people could even ask the customers, which might make the call more productive.

Play on the ‘numbers game’ and also generate an element of fun or pleasure in the ‘nos'?

Count up the ‘yeses’ to ‘nos' and have competitions to find out who gets the best rate – and then share their learning as to what’s worked for them this week.

Have fiendish (but fun) competitions as to who’s had the worst ‘no’ all week – the rudest or fastest or loudest. It could be something different each week and there would definitely be prizes awarded.

Put up colourful flags when people get a ‘yes’ so that there is a strong visual reminder. You could incorporate other sensory reminders – bad smells for ‘no’, good smells for ‘yes’ perhaps (perhaps not).

Take time to log all successes and put them somewhere nice and visible.

Have a look at this site which might help with understanding what motivates people http://www.apterinternational.com. Once you understand people’s motivational styles you can design incentives that play to them.

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Ideas to motivate sales staff
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