Posted: May 22, 2012
A dose of sales mojo
Motivation is powerLiz Wendling
One of the most common questions asked of me by salespeople and business owners is, “Can you help me to get and stay motivated?” I tell them that motivation isn’t something I offer or provide; motivation is something, with my help, they can discover and develop in themselves.
To clarify the meaning of motivation is the desire to do something. Shockingly simple! It’s not some magical ingredient that gives us power to do whatever we want; it’s simply the desire to want to do it. It’s there or it’s not.
There’s no question about it, salespeople and business owners who are motivated earn more money. Your attitude, mindset and approach will always play a huge part in helping you to build the business, close more sales and earn the money you desire. Motivation is what gets you started. Habit is what keeps you going.
Motivation starts and ends with you. Smart and enlightened sales people and business owners know that their personal motivation is like a thermostat. They set and maintain the level of their motivation. It’s a choice and that’s what sets them apart and defines their income.
When we’re motivated and things are going good, we get things done, we feel invigorated and we know that we did something meaningful. When we’re not motivated we don’t feel the need to get things done and we don’t produce results. Not earth shattering news, just the shockingly simple truth.
Since I became a published author, people tell me they want to write a book as well. However, very few of them actually sit down and write one. Lack of motivation isn’t the problem: they all have a desire to write. What’s missing is the commitment: they‘re not willing to do what’s required. They don’t want it bad enough. They’re only wading in the motivation pool and not willing to jump in and swim.
I call that a gap. Their motivation and commitment levels have a gap that only they can close. They’re waiting for that magical day when wake up feeling motivated to take action. It’s doesn’t work that way. It works the opposite way. You take the action, even if you don’t feel like it, and then and only then can motivation, willpower and disciple drive it home. Nobody is motivated all of the time and everybody (including me) has a lazy side. Our lazy side is always there to create opposition to success. Your job is to close the gap, fight urge to be idle and resist making excuses.
The “I have no motivation” excuse has two sidekicks. They are, “I have no willpower and I have no discipline.” Declaring these absolutes keeps you stuck in your excuse and they always turn into a self-fulfilling prophecy.
The words motivation, discipline and willpower are merely descriptive labels. They are ways of describing a pattern of committed action. You can’t wait for the motivation to kick in and then take action. Remember, it works the opposite way. You take the action, even if you don’t feel like it.
Motivation is the cause and commitment is the effect. Anyone can get motivated. It’s staying motivated that’s the hard part. Think about how many Mondays you started a diet. Motivated on a Monday and deflated by Thursday. Or how many New Year’s resolutions you made on January 1st and were history by January 16th. It’s not enough to just be motivated, you need to partner up with commitment.
Motivation is the inspiration, force and stimulus behind you that offers a subtle push, a gentle nudge, or full-blown shove to move you and your business forward. Need a push, nudge or shove, I can help.
Liz Wendling is the president of Insight Business Consultants, a nationally recognized business consultant, sales strategist and emotional intelligence coach. Liz is driven by her passion for business and generating results for her clients. Liz understands the challenges that business owners are facing building a business and selling their professional services in today's market.
Liz shows clients how to tap into and use their innate strength, power and confidence to develop highly successful businesses. She teaches them to create effective, dynamic and fluid client conversations that turn interested prospects into invested clients who keep coming back.