Why do we spend so much time on motivational material.

Last week I had a student why I spent so much time on motivational and planning materials. I do spend more than a half day go over the Og mandino story, I do a few more of his rules than just dead at midnight. I also make every student comment on each of the motivational stories, and after going over the importance of having written plans for all phases of their lives but hit the car business plan specifically. I bring all these points home with the chart of what successful people have in common.

Most of this is standard class room material, but I feel that if we do not get their heads in the right place to start off they will have a hard road ahead of them. I tell the story that GREAT VERY EXPERIENCED SALESMEN only close 3 out of 10 customers, and we make our living chasing the eight (new sales persons realistic number) and If they don't follow Og's rule their chance of getting any of the eight back is very slim. If we don't instill the NEVER GIVE UP attitude they will leave before having a chance to succeed. I believe customers can tell after only a few minutes with a salesman what their attitude is, and if it is not up beat and positive then all the salesman is selling will be the price and we all know where that leads.

I have been told that I teach too much with my heart as I did and do believe everything I tell them as I do want them to suceed all the way to my toes.

I would like some feed back if I am missing the point please

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Replies to This Discussion

Permalink Reply by David Long on February 27, 2011 at 9:31pm

100% agree! Years ago I installed "STEP ZERO" into the sales process. Step Zero is all about attitude, energy, enthusiasm, motivation and expectations. Everyone of our meetings has a step zero component! Bad attitude, bad results! Great attitude, great results are possible!

Motivation is like bathing.....Its best when done daily! ZZ

Permalink Reply by Rick Bryant on March 1, 2011 at 6:32pm

I like step zero

Permalink Reply by David Long on March 1, 2011 at 6:52pm

Thanks!

Permalink Reply by Katie Colihan on March 1, 2011 at 9:36pm

Motivation is one of those habits that I believe takes 21 days of active practice to instil in ones self. For a good month, I woke up each morning and forced myself to be proud and thankful for the things that I do have, and to think positively about as much as possible.

BAM.

I don't get too many cases of the Mondays anymore.

Point being that it takes more than just one "BE MOTIVATED" to get people motivated, as you pointed out. Great read!

Permalink Reply by Rick Bryant on March 13, 2011 at 3:41pm

21 days I agree and will add it to my class. Og Mandino wrote an entie book on this 21 day concept

Katie Colihan said:

Motivation is one of those habits that I believe takes 21 days of active practice to instil in ones self. For a good month, I woke up each morning and forced myself to be proud and thankful for the things that I do have, and to think positively about as much as possible.

BAM.

I don't get too many cases of the Mondays anymore.

Point being that it takes more than just one "BE MOTIVATED" to get people motivated, as you pointed out. Great read!