How do you “get motivation” for sales prospecting?
When asked what they need, other than sales scripts and tips on dealing with gatekeepers and voicemails and getting organized, the most common comment I get is “I need to get motivated.”
Sometimes long before there is a crisis, motivation comes from a reasoned sound plan for business or personal improvement…. but not usually.
Sometimes motivation comes from the adrenalin rush of a new job or challenge…. but not usually.
All too many people “get motivation” from a place you want to avoid.
One word.
Disgust.
Disgust at where they are relative to others, disgust at the failure of previous efforts, disgust with future prospects, and disgust at knowing that it doesn’t have to be.
It is not a rational thing. It’s a human emotion that overwhelms when frustration with the present condition boils over.
In this short audio (about 5 minutes) I share a story about a client. He thought about change, he decided to change, he became determined to change, he prepared to change and when it came time to change, you know what happened? Not much.
Hear about his tipping point for success when all else had failed and he pretty much had given up.
See if you can put yourself into that state of mind before it is too late.
Scott Channell
copyright 2012 scott channell
