The paperclips didn't need a sales pitch. Neither do your clients.

SELLutions

Motivated Employees?

by Admin 9. November 2011 20:23

 

I often get questions about motivating employees. My overall belief is, “you can’t motivate anyone to do anything, just give them an opportunity to motive themselves”. That being said what do you do to give them an opportunity to motivate themselves?

As a business owner, you don't want employees who are only motivated to perform well so they can win a ‘prize”. You want employees who are motivated to perform well every day, no matter what carrot you're dangling in front of them. What you really need is a team of employees who are emotionally invested in your company. A feeling of ownership. To cultivate that, you need family support.

No amount of job awards can out-influence the home front. You can offer praise and gifts left and right, but you won't see much improvement in your employees performance if she goes home to a partner who says, "How much longer are you going to work there if you’re not happy?"

Please don’t mis-understand, I'm not suggesting that your employees need to have a love affair at work. It's just that the men and women your employees go home to at night that have the power to motivate (or de-motivate) far better and faster than you could.

Here's the key to winning over an employee's family: Start from day one. The first thing your newly hired staff member will likely hear from a significant other when he gets home is, "How was your first day?" If he spent it mostly filling out a three-foot stack of forms, ordering his own business cards and eating lunch alone, he might rightfully answer: "Lousy." His better half will quickly get down on your company, too, and hardly encourage the top-notch performance you want to see.

There's a fool-proof way to get employees—and their loved ones at home—excited about working for your company from day one. First, really make them feel welcome. We want to be liked and accepted. Start a new employee program at your company. Have all employees (depending on the size of your organization) make a point through out that first day to stop and say hello to the new employee and welcome them. I also really like the idea of a sign at the front door that says, “welcome Jane Smith We are glad you are here”. Additionally a welcome cake at lunch for all to stop by and enjoy is a great idea as well.

So, what happens if your new recruit comes home with a great story about his amazing first day? His better half will realize the opportunity he has—and she'll become the ultimate motivator, rather than detractor.

Keep in mind, there are many definitions of family. Your new employee may be single (or soon to be). It's your mission to find out who makes up his or her support system and give accordingly—perhaps a gift card for a night out with pals or a matinee with Mom.

When your employees hear daily words of encouragement from their closest confidantes like, "I can't believe how lucky you are to be working for that guy!" their motivation rises to levels you've never tapped before. It's worked for me in all of my companies. And even if you can't afford more than a home-baked cake or thank-you card, giving your new employees a best first day ever is the key to keeping them motivated for years to come.

There are so many statistics about when your employees feel good about working for you, the better and more productive employees they are. We spend lots of money to recruit, and hire a new team member. Lets not forget their value after they are hired.

 

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A Few of Greta Schulz's Favorite Questions to Ask Prospects

by GSchulz 5. April 2011 17:59
My favorite questions*;

"What do you find as your biggest challenges when it comes to______?

"If you could create a new way of doing ______ with no restrictions what would you do and why?"

"Today is April 6, 2011, if it was April 6 2012 and you said it has been a great your, what would have to have happened for you to say that?

*Depending upon what you sell and to whom are;

**Remember the best questions are the ones that create thought in the other person and are about what it is that they think about, not about how they might use your product or service. Click here to share this post.

Ask Questions, Don't Read Minds

by GSchulz 5. April 2011 15:56
Well James, you certainly have an interesting product,” the prospect said after an hour long meeting. James was confused. He wasn’t sure if this guy was trying to give him the cold shoulder or if he really was interested in the product.

“I’m sorry. When you say ‘interesting,’ what exactly do you mean?” James asked innocently. “I mean just that. It’s very well designed and planned out. I see so many places in our company where we could really benefit from putting it into play.

”James was still slightly confused. “Oh, okay. Where exactly do you have in mind?”  "At first glance, we could definitely use it on the front end,” the prospect replied.

“What made you think of that?” James continued, still trying to catch on to his prospects’ train of thought. “I’m just remembering the difficult time we normally have collecting on outstanding accounts. Your product could easily cut our overdue accounts from 120 days to 90 days at least. That would lift a huge load off of our cash flow.”

“So you think just one would be necessary then, for your front office?” James asked. “Just one!? No way! We would need at least two right away. Our field specialists could cut the time they spend on paperwork in half if they had something like this to use,” the prospect answered excitedly.

Quick question for you – who exactly sold the product between James and his prospect above? All James did was ask questions, and what came of his efforts? Every salesperson’s dream prospect – a self-qualifier.

James could’ve very easily pushed this prospect away by doing what every other salesperson does: agree and hope the prospect keeps talking. Unfortunately, this commonly results in the salesperson keeping the conversation alive by filling in with meaningless “salesy” statements, ultimately loosing their opportunity with the prospect.

So what did James do to keep the sale alive? He asked questions! When James didn’t fully understand where the prospect was going with a statement, he asked him to explain.

I know what you’re thinking. It sounds too good to be true. But think about it. If someone cares enough about you to ask questions to make sure they fully understand your needs, won’t that make you feel more confident in the products/services they’re offering? Of course!

So here’s what you do. The next time you’re with a prospect and he compliments your product, instead of answering with the typical “thank you,” ask why he is offering the compliment. His answer will help you learn why this prospect is interested in your product. And when he explains why he likes your product, he’ll be fortifying his reasons to buy. He’ll self-realize that he needs what you have to offer.

Remember, no one believes what you tell them…they believe what you ask them. If you could turn a prospect on the edge into a self-qualifier by just asking a few simple questions, is that something you’d be interested in doing? Click here to share this post.

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