Bookmark Website  | Free Registration  | The Team
The Lounge  | Champions  | The Wire |  Schedule |  Audio  |  Arcade  |  The Top Ten  |  Historical  |  Email  |  Video

Understanding What Motivates People to Take Action


So I wanted to buy a car. It was a tough choice but I decided that my next new car would be a Volvo. So I drove down to a local dealer and told him I wanted to take a look at a few Volvos and could he help. "Of course" he replied.

After viewing a few of the cars I decided to test drive one of them. As I drove around the salesman went on about how great this car is and how customers don't complain about the car and how they love their Volvos. I then asked him to be more specific about what customers like about their Volvo. He seemed to hesitate. It quickly became obvious no one had ever asked him to be specific. He said, "Well you know, people like the way it drives and how it looks." He rambled on but never got into specifics.

After a few test drives and more "oohs, ahs" about how great it would be to own a Volvo I thanked him and left without buying a car. I just wasn't sure and wanted to think about some more.

About a week or so later I decided to go back and test-drive some Volvos again. This time I went to a different dealership hoping to get another flavor before making up my mind.

The salesman that greeted me was a polite and unassuming individual. We'll call him Jack. Jack asked me simple questions about what I was looking for in a car. I also told him that I had test driven a few Volvos but was unsure of whether to buy or not.

Jack listened and nodded his head and said, "Alright. Let's begin with the model you like the most." I said, "Sure."

We got into the car and I was ready to start the car when Jack asked me to wait a minute. Jack then went on to explain the features of the car. By the time he was done I understood what every button on the panels, dashboard and doors could do. Then Jack explained how many of these features would make my drive more comfortable. It became quickly apparent that Jack understood how to sell benefits, not features.

When we finally started driving, Jack began to go into the history of the Volvo; origin, model transitions and improvements and on and on. It was like listening to a Volvo documentary?with me in it!

When we finished driving, Jack stepped me around the car to explain some of the hidden safety features. Volvo is known for being one of the safest cars in the world. And after Jack's mini-tour around the vehicle I understood why. Needless to say, within an hour I was sitting down in his office finalizing the paperwork to purchase my first Volvo.

I gleaned a couple lessons from this experience that I want to share with you.

First, Jack wasn't a 'slick' salesman. He was an average guy with a very modest demeanor. Most people have it in their heads that to be a great salesperson you have to be a fast and smooth talker. Wrong. Who would you trust more? A fast talking salesperson like the first with slick answers and no depth or someone like Jack who answers all your questions with details and facts?

Second, people don't want to be sold, they want to be convinced. Jack understood that giving me a lot of information would go a long way in helping me decide as to whether I wanted to buy or not. Having enough information allowed me, or better yet, convinced me to make a decision.

I didn't buy from the first dealership because I didn't have enough information to make an informed decision. All I had were the opinions of other people who had driven the car from a salesman I didn't personally know. Testimonials are great, but unless I know the person behind the testimonials it mean very little to me.

More often then not, people reject proposals or making a buying decision because somewhere in the sales process their concerns weren't addressed. They still have lingering doubts about whether it is the right choice for them.

Jack's approach reminded me of an adage I keep in mind when trying to understand the link between motivation and action:

"An uninformed mind is a confused mind. And a confused mind will NEVER make a decision."

In a hyper-capitalist society where we are inundated and bombard with new technology and features, our minds often times can't keep up. The job of a salesperson is to explain the new advances, but more importantly how they benefit the buyer. Whether selling or just trying to convince others, what motivates people into action is 1) knowledge and 2) that it is in their best interest.

Think about it for a second. When you know 'how to' do something, you rarely hesitate in getting it done. When you know that it will benefit you personally, you will act!

A final note: If you're in management, keep this is mind when someone doesn't buy into your approach, strategy or way of thinking. Maybe the reason they don't has less to do with your ideas, and more to do with them not having enough information to make an informed decision OR how it will benefit them in the long run.

p.s., Update: five years later my Volvo is still going strong!

Victor Gonzalez, top Hispanic motivational speaker and author of "The LOGIC of Success". For more info go to: www.thelogicofsuccess.comwww.thelogicofsuccess.com or by email victor@thelogicofsuccess.com


MORE RESOURCES:

Tallahassee.com

Florida State using Oregon loss as motivation during offseason
Tallahassee.com
And the Seminoles aren't moping around after watching the film of that 59-20 loss, coach Jimbo Fisher said Thursday after the team's final fourth quarter workout before spring break. They're using it as motivation. "I think some of these guys have ...

and more »


Patheos (blog)

Finding Motivation and the Temptation of Escapism
Patheos (blog)
When it comes to Lent, there comes a point where the motivation to keep our resolutions is just not there. There's a reason that there's this imagery of a desert during this time of year. Granted, the closest thing I ever got to the desert was living ...



Quad City Times

Northwestern, Senior Day only add to Hawkeyes' motivation
Quad City Times
“No more motivation needed,'' said White, who is edging close to the top of Iowa's career lists in numerous statistical categories. “Last game here. A couple more games left. Doesn't really matter who we're playing. I think we're all going to be ...

and more »


PsychCentral.com (blog)

5 Steps to Increase Motivation
PsychCentral.com (blog)
For many of my clients, they are referring to not having the motivation to perform basic life responsibilities such as paying bills, cleaning the house, making calls, and taking care of their health. When do they get motivated? When they are in the ...



Business 2 Community

Fostering Motivation & Self-Sufficiency With Ongoing eLearning
Business 2 Community
Fuel motivation and self-sufficiency with eLearning. We've said it before, and we'll say it again. Learning doesn't stop when training ends. One-and-done training isn't effective. Learning needs to be continuous in order to successfully impart ...



Basketball player hopes to be a motivation to others
WDBJ7
Brian Harman: "Seeing a ki overcome so much and be successful like that, no win, no trophy, will ever overcome that." Jordan Akers: "i wan to motivate people, because people like me can't do a lot of stuff, and i want to be a motivation to people." Zac ...

and more »


USA TODAY

Edmunds: Use bad boss examples as motivation
USA TODAY
Hi Gladys: I plan to open my own business in a few years. But first I want to go to graduate school. I got a job in a company that will assist me in paying for my education. My job is in the customer call center of the company. And I'm grateful because ...



Main Street Motivation to offer wellness classes
Bureau County Republican
WALNUT — Main Street Motivation (MSM) owners James and Tracey Schoff are announcing the launch of Wellness Wednesday classes which began Wednesday, March 4. Available to members and non-members alike, the class will focus on providing ...



Rochester Democrat and Chronicle

Evaluate on motivation
Rochester Democrat and Chronicle
Teachers should be evaluated based on how well they can motivate their classrooms. Evaluations should take into account two main criteria: 1. Assignment completion rate: Each classroom would have a set number of homework assignments per school year.



velonews.competitor.com

Roche understands Contador's motivation to take on Giro-Tour double
velonews.competitor.com
Nicholas Roche admires former teammate Alberto Contador's ambition for the Giro-Tour double. Now riding for Team Sky, Roche (shown here in a 2013 Tinkoff training camp) feels Contador needed a new challenge. Photo: Tim De Waele | TDWsport.com ...


Google News


Advertisement



Section Site Map - Submit News - Feedback - Comments - Advertise with Us

Copyright 2006 Luminati Inc. All rights reserved.