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Life only rewards players, not spectators. There is no admission charge for players, but there is always a charge for spectators. The spectators of life pay a high price for their admission and dont even realize it. Life is not a spectator sport. If you are not motivated by your career, then get one where you are. Motivation has two faces. We can be motivated away from something such as a bad job or bad manager (negative stress); or motivated toward something such as a promotion or a new career (positive stress). As Abraham Maslow theorized, we all live guided by a hierarchy of needs. Once lower-level needs such as food and shelter are satisfied, a person moves up to higher-level needs, such as esteem and friendship. However, Maslow also tells us that satisfied needs do not necessarily motivate us to move up to higher-level needs. We become content with what I call the FDH syndrome: fat, dumb, and happy. Satisfied needs do not motivate. We must take responsibility for ourselves and set SMART goals to stimulate motivation. Accomplishments and achievements are more satisfying than living with routine and monotony. Hopkins, Tom. Low Profile Selling: Act Like a Lamb. Sell Like a Lion. Page 200, 1994. Tom Hopkins International Inc. mNelson, Bob and Peter Economy. Managing for Dummies. Page 124-125, 1996. IDG Books Worldwide Inc. [5iNelson, Bob and Peter Economy. Managing for Dummies. Page 124-125, 1996. IDG Books Worldwide Inc. to get their representatives fired up and motivated. But only you can motivate yourself, no one else can. Motivation must come from within. Your manager or spouse may be able to light a fire under you, but only you can light a fire within. Motivation is understanding and appreciating the dynamic relationship between career goals and personal goals. Many people feel that our personal goals are the most important aspect of motivation. I challenge that. It is through the success of our career goals that we are able to pursue our personal goals. Its called a paycheck. How else, except for winning a lottery or receiving an inheritance, can we realize our personal goals? If we view our careers as a vehicle to achieve our personal goals, then we are motivated. If not, then we are saddled with the, I have to go to work attitude versus, I choose to go to work. In terms of personal goals, Im not suggesting money is our ultimate goal but money does allow us to pursue what makes us happy. Lets face it, money is important. In fact, I put it right up there with oxygen. (Another upside to money is it keeps the kids in touch.) i6]Boyan, Lee. Successful Cold Call Selling. Second Edition. Page 37, 1989. Amacom Attitude #3: Self-Esteem: Sell Yourself to Yourself Libraries offer a host of publications on self-esteem, all offering various definitions. In the interest of clarification, I offer you my definition: Self-esteem is the conscious appreciation of our own worth and importance, the reputation we have with ourselves. It is an attitude of acceptance versus envy. Accept who you are and what you have rather than what you dont have. Learn to be happy with what you have while you pursue what makes you truly happy. Self-esteem not only empowers you to feel better about yourself but it allows you to live better. The level of your self-esteem has profound consequences for every aspect of your performance and your existence. Without question, self-esteem is the most important of the five attitudes. Self-esteem goes far beyond that innate sense of self-worth that presumably is your human birthright. It is about confidence in yourself, confidence in your ability to think, confidence in your ability to cope with life, and the confidence to recognize your right to be successful and happy. To trust your mind and to know that you are worthy of success and happiness is the essence of self-esteem. When you trust your mind, you reinforce your worth and you will more likely persist in the face of difficulties and daily challenges. Research suggests that individuals with high self-esteem persist at a task significantly longer than individuals with low self-esteem. This reinforces trust in your mind. If you distrust your mind, you are more likely to be mentally passive, to bring less awareness than you need to your activities and to be less persistent in the face of difficulty. Personal Self-Esteem and Career Esteem Esteem includes not only your personal self-esteem but your career esteem as well. Career esteem is how you feel about your job, your company, your boss, your product, or your service. Are you committed to the career aspects of esteem? If not, you will probably want to take your job and shove it. Your career attitude will come through loud and clear to your internal and external customers. If you are not happy with the career aspects of your life, consider finding another job. Get paid for what you love to do. When you enjoy your job everyone benefits, at work and at home. Success is often jeopardized by the self-imposed limitations of low self-esteem. Many of us are our own worst enemies. Perhaps the greatest liability sales representatives have is low self-esteem. They often pursue sales careers handicapped by low self-images. Low self-image and low self-esteem are further fuelled by the fact that sales professionals live in a world of constant rejection. We are too hard on ourselves even before things go wrong. Often negative self-talk-the conversation within our mind- supports a predetermined outcome: I cant do that ... Ill probably screw up ... I wont be successful. And so it goes. It becomes a self-fulfilling prophecy. I once heard personal and professional development expert Brian Tracy say, We shoot ourselves in the foot and then admire our marksmanship. [71 You must learn to appreciate your own worth and importance. (Well get to how you can do that in a minute.) Healthy self-esteem corresponds to rationality, flexibility, admitting mistakes, creativity, and a receptiveness to change. Poor self-esteem corresponds to rigidity, blindness to reality, resistance to change, and limited productivity. isi Where do you fit in? Top-achieving sales professionals have a high regard for self. They believe in themselves and understand that you only sell as well as you feel. When we feel good about ourselves, our ability to be effective with our customers is enhanced. However, feelings are not facts. Just because you may feel incompetent doesnt mean that you are incompetent. Sometimes you may feel that you are not performing up to your usual standard but in fact you may well be. By trusting your decisions and your judgment, you enhance your sensitivity to your customers needs. Your own insecurities may prevent you from focusing on your customer. Without high self-esteem we live in a house of cards, built on a weak foundation. Three Ways to Build Self-Esteem To fuel your self-esteem, I offer three suggestions. 1. Creative Visualization. Use mental imagery to see yourself successfully engaged in sales situations or personal situations, embracing new behaviors. When you see yourself actually acting or thinking in a new way, you begin to let go of old programming. A new reality starts to take shape. For your reality to change, you must picture and accept yourself taking on the new behavior. Some mental preparation is required prior to thinking positively. The goal of visualization is to make the mental practice similar to the physical practice. 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