I will always remember the first sales course I ever attended and the definition of selling that was drummed into my brain.
It went: “Selling is the art of creating a desire in the mind of a buyer and satisfying that desire so that buyer and seller benefit.”
Now that may seem a bit old fashioned for many of today’s salesmen and this isn’t an article about selling, but I believe the principle still holds true.
Don’t make the job harder
If you want to get one of your team to do something, then you need to communicate your instructions to him. Of course, you could just “tell” him to do whatever it is you want, and a lot of managers do just that.
However, that is not what being a motivational manager is all about and telling just makes your job a lot harder.
There is sometimes a case for telling; however, it is harder work for you because no one will continue to do what you want unless you keep telling them.
It’s all about customers
Your team members are your internal customers and you need them to “buy” from you in order to get the job done. And in order to get them to buy, you need to be a good salesman. I am sure you have heard the phrase, “you need to get people’s buy-in”.
It’s all about sales
You also need good sales and persuasion skills when you are dealing with your colleagues, and even your boss.
Now you have no doubt noticed that I have started to talk about salesmen and buyers. It is because I believe we are all salesmen and buyers from the moment we enter this world till the moment we leave it.
And according to my Scottish countryman and author, Robert Louis Stevenson, everyone lives by selling something.
A baby crying for food, attention or a change of nappy is trying to persuade you to take action. If you do not respond to this initial “request”, then he steps up the volume until you do.
Because you love that child, because you care, you are very open to his persuasion. So, it follows throughout your life — if people care about you, if they respect you, if they have a good rapport with you, then they are more likely to respond to your persuasion.
The sales or persuasion process is very much part of our world, and it is far better to sell than to tell.
Make your life easier
A manager will get much further with the people who work for him by selling rather than telling. If people understand the benefits for them, then they are more likely to respond in a positive manner to those who supervise them.
In any sales or persuasion situation, you should be looking for a win-win outcome. This is when you obviously benefit as much as the other person.
If this is not the case and it is a win-lose situation, then instead of the words “selling” or “persuasion”, we may be talking about “manipulation”, “control” or “coercion”.
However, as any good salesman or negotiator knows, a win-win outcome is what you should always aim for. It follows that if you want one of your team to do something and he sees a benefit for himself or he is just happy to do it, then you have a win-win situation.
So whether you like it or not, selling and persuasion is going on all the time and you need to use these skills if you are to be a successful motivational manager.
As motivational speaker Zig Ziglar says: “You can get everything you want in life if you just help enough other people to get what they want.”
Article by Alan Fairweather, “The Motivation Doctor”. He is an international business speaker, successful author and sales growth expert. For more information, visit www.themotivationdoctor.com Article source: http://EzineArticles.com/?expert=Alan_Fairweather