“History and purpose will give you momentum for success.” – Bill Johnson

“Are you one of THOSE motivational speakers?”

When asked, my answer depends on how the person asking the question defines motivation. If their concept of motivation is rapid-fire patter and tired clichés, then, no, I’m not one of those. The clichés are still valid, they’re just tired.

Everyone needs motivating sooner or later and most folks need it more than once in their lives. So what are the principles behind motivation?

“Motivation is the combination of education and opportunity.”
– Chuckism #59

Imagine you were a skilled pianist but had no access to a piano. Would you be motivated or frustrated?

Then imagine you were given a beautiful baby grand piano or the finest electronic keyboard but did not know how to play them. Would you be motivated or frustrated?

Leaders have a responsibility to ensure that the people they lead have the necessary knowledge before assigning them to a task. Real leaders also know that they can capitalize on the experiences their people have based on their previous opportunities.

Winners think: “If I want the opportunity, I must prepare myself for it.” Losers think: “Give me the opportunity and I will learn how to do it.”

Experience alters education and vice versa.

Sales professionals also have an obligation to motivate their customers to do the right thing

Using “The Power of 3” from the upcoming EXselling training, consider going one step further beyond the win-win. We have all embraced creating a win-win scenario. The thinking is that there will be no losers; the customer will win, and we will win by doing business together.

There is a third element that must be considered: mediocrity. The win-lose mindset looks like this:

WIN _______________________ LOSE

Either we win or we lose.

All too often the reality looks like this:

WIN ______________ MEDIOCRITY ______________ LOSE

In an attempt to create the win-win, we are prone to compromise. After all, negotiating usually involves compromise. However, we can easily compromise in areas that will dilute our effectiveness in helping the customer achieve their desired outcome. We might eliminate features, change delivery parameters or make other seemingly minor concessions that have a greater, unintended impact. Then the customer experiences disappointment.

“There is greater buyer’s remorse from under-buying than overbuying.”
– Chuckism #60



What About Past Mistakes?

Opportunities can be occasions for success, failure or for learning.

Edison invented hundreds or thousands of light bulbs (depending on which motivational speaker you’re listening to) before making one that worked. After each failed attempt, he supposedly said, “That’s one more way not to make a light bulb.”

Mistakes are failures only if you think of them that way.