Have The Motive
A good sales person, manager or leader must to be in control of the motivational forces that the sales people need. A good sales person needs to be able to motivate himself, potential clients, other members of his team and his managers. The same is true for a manger; he has to be able motivate the people he manages. One of the easiest and smartest methods of motivation is 'Tackling Fuel.' The words alone conjure up the image of a football player in a quiet training session. In this environment he has nobody to run into, no opposing player has the ball and is about to score, and there are no screaming fans. At this point all he has to increase his strength is his own ability to push himself in training. He needs to get the most out of his workout. So, he imagines the tackling dummy (training tool) as an opponent about to score. He imagines a player he hates about to barrel over him, and he slams the tackling dummy as hard as he can. Hence the name 'Tackling Fuel.' If a boxer came into the gym and simply slapped the bag a few hundred times he would get nothing out of his work out. A bag does not hit back so he needs to draw on his own tackling fuel to fire off good punches that will develop his game. It is only the athlete against a tackling dummy or punching bag. There is no real threat or competition; it's just you versus an inanimate object.
In an office training environment we also need to gather together emotions to get the most out of our work. This applies to every sales person, manager and anyone who wants a better day with more success. You must pick and choose your tackling fuel so that your brain puts you in the game. Focus on the things that make you feel driven.
The easiest and most fun example I have is humor. Try this exercise right now: think about the last time you laughed. If you can't pin point a time just, think about something that makes you laugh in the past. Think about where you were, who you were with. Was it on TV? Was it a line your friend said to you? Was it someone walking into a very clean glass door? Picture it in your mind. Are you smiling? If not then keep visualizing it until you laugh. Pick something else if you want, or stay with the first idea. But, you need to focus on the thing that will make you laugh now! This is a perfect example of tackling fuel. Laughter puts us in a good mood, and makes us nicer to people. Now I am sure science can tell us why but who cares how it works, it just works so enjoy it. It's hard to just wake up and say: "Today I am going to make a million dollars. I will be tolerant of everyone and I am going to close the deal." You have to prepare psychologically before you go to work.
Your tackling fuel is whatever makes you tick i.e. whatever makes you happy and gives you your reason to do whatever you do. It is the basis of all motivation. The first step is mastering your tackling fuel and being able to draw it out whenever you want. A good manager has to know his own and his employees. He has to be able to get his people to draw on their fuel all the time as well as working on his own. He should be able to develop and help his people get the best mind set everyday. My tackling fuel is the expression on people's faces when I give them something they can use and feel good about and that I can also feel good about. My tackling fuel is that I want to make sales today. I feel good about doing things that other managers weren't able to do with the same staff, for example when I take a negative revenue department and I picture us going from dead last to the top of the sales report.
About the Author
Steve Nachwalter is one of the most famous business thinkers in the world. Companies and associations across the United States, Canada, and as far away as Columbia and Egypt, have profited from his ‘uncommonly’ commonsense approach to sales training, management development and overall company performance.
You can visit him at: www.stevenachwalter.com
Nachwalter has revolutionized productivity models with such noted organizations as: NOS Communications (both US and Egypt), Yellowpages.com, The State of Nevada Cosmetology and Verizon Superpages (now known as Idea Arc). He has also helped many individuals, from business men to doctors and from actors to professional fighters, overcome personal obstacles.
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