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    Getting Inside Buyer Motivation

    All meaningful actions are performed for some reason or purpose. This is commonly called “motivation”. Success in selling requires understanding these basics of motivation: • Your motivation both as a person and as a salesperson • The other person’s motivation both as a person and as a buyer The most important fact to remember in influencing the behaviour and decisions of ...
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    The Essence of Motivation

    The Essence of Motivation
    When Michael Jordan came out of retirement for the second time, he said he needed the competition - the chance to prove himself against younger players - more than the money. Many successful businesspeople who could afford to retire keep on working. Warren Buffett still picks stocks. Bill Gates's concession to success is to no longer work on Sundays. Successful people ...
    Rated: +2
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    Can You Choose Confidence?

    Can You Choose Confidence?
    Lacking some confidence? Do you suffer from low self-esteem? As you can imagine, there’s no room in sales for anything less than a winning attitude. So, how do the top producers do it? How do so many of them go from initially lacking the confidence to sell or close a deal to an extreme abundance of self worth? Here’s the secret ...
    Rated: +4
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    A Great Selling Month Can Be a Matter of Perception

    A Great Selling Month Can Be a Matter of Perception
    Ahh, the holidays. A time for festivities. A time for vacation. A time for family. A time to relax, enjoy and reflect upon the year and your accomplishments. It is also a time when many businesses prepare for slow sales and a fall in performance and production. This is the time of the year when sales and appointments slow down and ...
    Rated: +3
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    A Little Passion Can Go a Long Way

    A Little Passion Can Go a Long Way
    Successful salespeople are involved with their products - and they show it. When I was in the radio business, my wife and I had an ongoing argument about commercials. We would be driving along in the car, listening to the radio like a normal couple. When the song ended and the commercial came on, I'd turn up the radio. "I was ...
    Rated: +4
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    Seven Steps to Motivating People at Work

    Seven Steps to Motivating People at Work
    1. Ask Ask people questions. There are two goals of asking questions. To find out what people are passionate about and to make sure that they know you care about what they think. [widget:460] If you are at a loss as to what motivates people, their passions are a great start. Do not fall into the error of asking, "What are ...
    Rated: +14
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    The Key to Staying Motivated

    The Key to Staying Motivated
    I get asked all the time what the key to getting or staying motivated is. We all know that getting a lot of no’s can be discouraging, and we also know how successful we are when we’re highly motivated – nothing can stop us! So what is the key to staying motivated? It all starts with asking yourself one question: “Are ...
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    Your Success Mindset Stimulus Package

    Your Success Mindset Stimulus Package
    As I'm sitting here at my kitchen table reading the newspaper, I'm turning the pages as fast I can to avoid reading any headlines about the status of the global economy. I'm actually looking for an inspiring and uplifting article, but no luck. A friend of mine, Alexandria Brown, recently made a very poignant point about the news media: they're a ...
    Rated: +6
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    Five Habits of Millionaires

    Five Habits of Millionaires
    According to a study of college students at the Ernst & Young International Intern Leadership Conference in Orlando, Florida, 59 percent of these young leaders expect to be millionaires within their lifetime. What's more, 5 percent of them expect to hit the million-dollar mark while in their 20s. And the super-rich are a growing group. The top 0.1 percent of the ...
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    Science, Your Brain, Imagination, and Success and Failure

    Science, Your Brain, Imagination, and Success and Failure
    How often have you heard that what you think and what you believe is one of the most important factors in sales success? I imagine you’ve heard that preached so often you’ve almost become numb to it. It’s a theme preached by most sales trainers and managers. You find it in sales books, on training CD’s and DVD’s, you hear it ...
    Rated: +5
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    Still Trapped in the Old Numbers Game?

    Still Trapped in the Old Numbers Game?
    The other day, I got a call from Brian, who was a first time visitor to my website. He told me during our conversation, "I see other people at work playing the old numbers game. You know, they make as many calls as they can, hoping that a few will turn into sales. "And they are making sales. Ari, if the ...
    Rated: +7
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    How to Cold Call Using Your Right Brain: So You Can Make Cold Calling Enjoyable and Productive

    How to Cold Call Using Your Right Brain: So You Can Make Cold Calling Enjoyable and Productive
    You know the feeling you get when you hear the rhythm of a song and it feels as if you’re grooving with it? That’s the feeling I got when I received this note from Gwen and Bob Baran. They totally “get it.” They both studied the Unlock The Game Mastery Program carefully and quickly, and now they’re using their new ...
    Rated: +3
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    Sales Therapy 101: Breaking Your Fear of Cold Calling

    Sales Therapy 101: Breaking Your Fear of Cold Calling
    h4. Almost every day, visitors to my Unlock The Game™ website click on my live instant-messenger chat button, which invites them to "Ask Ari a selling question." And do you know what their most common question is? Yes, you guessed it: "Is there any way I can break through or overcome my fear of cold calling?" Most of us have at ...
    Rated: +4
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    7 Ways to Sell and Retain Your Integrity

    7 Ways to Sell and Retain Your Integrity
    Making more sales while retaining your integrity - is it possible to do both? Based on e-mails I continue to receive daily, the answer is a resounding "yes." Eliminating traditional sales thinking and tactics does take effort, because the messages of the sales "gurus" you've read over the years can continue to bubble up in your mind, especially when you're in ...
    Rated: +2
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    Cults, Sales Gurus, and Being True To Yourself

    Cults, Sales Gurus, and Being True To Yourself
    Dear friend, During my teen years, my father who is a Psychologist, dedicated a few years of his career as a specialist helping parents get their adult children back from being brainwashed into cults. He was one of a handful of experts who was skilled at “deprogramming” these cult members and helping them transition back into a normal family environment. I ...
    Rated: +11
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    Tearing Down The "Wall of Defensiveness"

    Tearing Down The "Wall of Defensiveness"
    Have you ever gotten frustrated when you realize that your prospects keep stereotyping you as a "salesperson"? And because of that, they don't give you the trust and openness that you deserve, and that are essential if you're going to help them solve their problems? That's what's been happening to Michael, who calls companies to set appointments with decision makers. "I ...
    Rated: +14
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    Unshakeable Self Belief - The Key to Sales Success

    Unshakeable Self Belief - The Key to Sales Success
    Chekkov said that "Man is what he believes" and that is certainly true in sales. Beliefs and behaviour of salespeople is a topic that I've only really come to understand in the last few years. If I'd known then what I know now, I'd have been even more successful in my early selling days. Beliefs have a huge positive impact on ...
    Rated: +7
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    A New (Old) Way To Get and Do Business

    A New (Old) Way To Get and Do Business
    2009 will probably be your toughest year in business. This sounds like a negative way to start but it is very positive. Stay with me on this one and you’ll find ways you can take your business — and your personal life —- to some new levels you’ve wanted for a long time. We are in a different world today than ...
    Rated: +6
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    Don’t Take it Personally!: How to Accept and Benefit From Criticism

    Don’t Take it Personally!:  How to Accept and Benefit From Criticism
    Nobody likes to be criticized. When the complaint is coming from a client or customer, however, criticisms can actually be your best friend. Whether they’re about you, your company or your product, constructive criticism can be a powerful opportunity for you to improve your sales technique, close more deals – and increase your revenues. The key is to not respond defensively ...
    Rated: +13
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    The Top 5% Players

    The Top 5% Players
    Recent exhaustive surveys suggest that only 5% of professional salespeople reach and remain at the highest level, which we call Level 3. A further 15% attain Level 2 status, but the majority, i.e. a massive 80% remain at Level 1 in terms of potential achievement. Level One salespeople sell products and depend on having the right technical solution for the ...
    Rated: +12