The Power of Belief and ExpectationWritten by John Boe
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ten prospect cards, businessman instructed him to call prospects immediately and report back after he had finished. One week later, enthusiastic salesman decided to drop by businessman's office to give him feedback and to ask for more referrals. The insurance agent was pleased to inform him that he had been very successful! He said he had already contacted and sold insurance policies to eight of referrals and was still trying to contact other two. He enthusiastically thanked businessman for providing him with ten prospects and then asked him if he had thought of any other people to refer? The businessman smiled and said that he was very busy at moment and shocked insurance agent by handing him a phone book. The businessman explained that he had selected previous ten prospect names at random out of phone book and that insurance agent could go ahead and get next ten for himself. The clever businessman taught new insurance agent an extremely valuable lesson in power of belief and expectation. The salesman had made those sales on belief that he had been given ten preferred prospects. Therefore, he was confident and eager to contact those leads and expected to make sales with little or no difficulty. What is your belief about your market and what expectations do you have for your success? Yes, belief is indeed a very powerful state of mind!
John Boe, based in Monterey, CA, is recognized as one of the nation’s top sales trainers and motivational speakers. He helps companies recruit, train and motivate quality people. John is a leading authority on body language and temperament styles. To view his online Video Demo or to have John Boe speak at your next event, visit http://www.johnboe.com or call (831) 375-3668.
| | The Art of Motivating SalespeopleWritten by John Boe
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In my opinion, most effective incentive programs are those that create environment for multiple award winners so that everyone believes they have an opportunity to win something. For example, in a golf tournament, in addition to lowest score, there are often awards for best putt, longest drive, and closest to hole. In addition to highest total sales production, potential categories you might wish to consider would include, most improved production and market share growth. To maintain interest it is recommended that contest be of a relatively short duration, such as a ninety-day period. Once groundwork has been laid, it is now time to promote and launch contest. Consider a business luncheon to generate excitement and kick-off your contest with style. Display actual prizes whenever possible. Utilize a mail campaign promotional, preferably to home of participants. Keep enthusiasm building by monitoring and publishing standings on a frequent basis. It is an excellent idea to acknowledge and encourage accomplishment with personalized hand written notes during contest. Continuously motivating salespeople throughout year is a significant challenge with which many sales managers struggle. Offering incentives on a variety of occasions can provide continual motivation and drive your sales force to new levels of achievement!
John Boe, based in Monterey, CA, is recognized as one of the nation’s top sales trainers and motivational speakers. He helps companies recruit, train and motivate quality people. John is a leading authority on body language and temperament styles. To view his online Video Demo or to have John Boe speak at your next event, visit http://www.johnboe.com or call (831) 375-3668.
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