1

is

CHOICE

Presented by Ian Rheeder Chartered Marketer (SA), MSc. Innovation

Updated: Oct 2008

The Big “C”

Sales - Motivation - Success

45 – 90 min Talk

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When YOU love your work, thenCustomers love your work!

www.markitects.co.za Ian Rheeder

3Ian Rheeder, Markitects

THE MOST IMPORTANT

THINGYOU’LL EVER DOOn This Planet Is?

As a Salesperson:

“Low self-esteem is like driving

through life with your

hand-break on.” Dr. Maxwell Maltz

A STRONG,POSITIVESELF-IMAGE

IS THE BEST POSSIBLEPREPARATION FORSUCCESS IN LIFE.

Dr Joyce Brothers

“Attitude, determines your altitude.”

beca

use

because

I’m Good at Itwww.markitects.co.za

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Factors Influencing Customers’ Decisions to Buy (B2B)Calibre of Salesperson 39%Offering a Total Solution 22%Quality of Product/Service 21%Price 18%HR Chally (USA), 2013 100%

8,000 Sales Team Study

Gallup Studied 250,000 Salespeople

SALESPEOPLE are FOUR TIMESmore importantthan the products they sell.

BUILDING A WORLD-CLASS SALES FORCE, 2008, Gallup

Part 1 of 4

Part 1: Energy & FocusPart 2: EnergyPart 3: Focus

Part 4: Exercises – Values, Goal Set

Motivating Salespeople

The Big “C” is Choice

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In general, what makes us successful?

“He who has a WHY to live for, can bear with any HOW.”

Friedrich Wilhelm Nietzsche (1844 – 1900)

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Energy & Focus

What separates us?

www.markitects.co.za

Why? How?

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Focus & Energy

Written GoalsAligned to our Core Values

The Secret?

Your Comfort Zone

Self-awarenessNew GoalsNew KnowledgeNew SkillsNew AttitudeNew SacrificesNew RisksNew FailuresNew HabitsNew Successes

Where the Growth

happens

Ian Rheeder

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Question?

Write down the

three most stressful things

that happened to you during your

teenage years or adulthood,

or even your career.

Ian Rheeder

Part 2 of 4

Part 1: Energy & Focus

Part 2: Energy (Feelings, Why)Part 3: Focus (thinking)

Part 4: Exercises – Values, Goal Set

Motivating Salespeople

The Big “C” is Choice

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Why are some people so successful? Time Feb 2006

The ‘gene’ is

Persistence

10,000 hours

Ian Rheeder

If reality looks NEGATIVE, make an OPTIMISTIC plan.

Neuroscience

A THOUGHT is a gentle flare, a quiet breeze or whisper -- a tiny

fraction of a feeling.

Ian Rheeder, Markitects

A FEELING is a giant flame -- a strong wind of traction -- that lifts

the laziest soul to ACTION.

THOUGHTS & FEELINGSBECOMEACTIONS,

whichMANIFESTS

REALITYIan Rheeder, www.markitects.co.za

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2% of body

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400,000,000,000 bits/sec

Synapses

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We manufacture our reality

1,000 pound, 17 foot croc

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What is three-times more

powerful than positive thinking?

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Part 3 of 4

Part 1: Energy & FocusPart 2: Energy (Feelings, Why)

Part 3: Focus (How, Plan, Thinking)Part 4: Exercises – Values, Goal Set

The Neuroscience of Persuasion

The Big “C” is Choice

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Hope alone, is not the best strategy.

Focused -- but no plan of action

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We are the only mammal that can

choose our thoughts!

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Brain’sConscious“Reality”0.0004%

Viktor Frankl

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(1905 – 1997)

Man’s Search for Meaning (1946)

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Question: What’s Your Reality

“Calm & Positive”

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Exercise?

Look at your 3 most stressful things

that happened to you.

Ian Rheeder

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Question?

Did at least one or more of these

thing make you grow/mature into the

person that you like being today?

Warren Bennis & Thomas. (2002). Crucibles of Leadership. Harvard Business R. Study of 40-Top CEOs in the USA. All grew the most as leaders from stressful periods in life. Ian Rheeder

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In reality, “bad luck” almost always

becomes “good luck”; we just can’t

see it at the time.

Ian Rheeder

The Lesson?

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Consciously choose to look for the

positive lessons, whilst we are going

through any “reality”.

Ian Rheeder

Spreitzer, G, & Porath, C. (Jan-Feb, 2012), Harvard Business Review. p.96, and p.102

• Creativity increases by 300%.

• Call centre staff 400% higher

sales

• Other sales staff 37% higher

sales

Optimism

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Dr. Martin Seligman discovered an optimist outsells

a pessimist by 50%.

Part 4 of 4

Part 1: Energy & FocusPart 2: EnergyPart 3: Focus

Part 4: Exercises – Values, Goal Set

The Big “C” is Choice

Ian Rheeder

It’s a beautiful experience,

when your career and your passion

come together.

VALUES & CAREER

Do you know your Core Values?

BUT…

AND…

Have you linked them to your career?

Are you aware of your Values?

Your personal values will influence your behaviour

Handout #1 page 2

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Spark without fuel.

Ignited genius. “Yes I can!”(Fire & Fuel)

Damp smouldering

wood.

No spark and no fuel.

Fuel without spark. Genius stuck in the mud. Low HighMedium

Talent, Skills, Knowledge, Experience, Support

Val

ence

Syn

ergy

(S

park

)

Mot

ivat

ion:

Min

imis

e P

ain

& M

axim

ise

Gai

n

Expectancy (Fuel)

Source: Based on professor Victor Vroom’s Expectancy Theory on Motivation

Handout #1 page 3

“Community”

Handout #2

10-Tips

Sales Goals

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Choose a Sales Goal

(Area: Career & Financial)

Exercise: Sales Goals

Personal Poweris

the abilityto

take ACTION.Anthony Robbins

“I WILL cause

I CAN.”

Ian Rheeder

ian@markitects.co.za

www.markitects.co.za

THANK YOU!

The Big “C” is Choice: by