motivational speaker atlanta georgia

motivational speaker atlanta georgia

 

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Motivational Speaker Articles

Ode to Og Mandino

Leadership-Time Management

Stupid People Poem

Christmas Story: Misfits

Leadership-Winning Mindset

Sales-Prime Contractor

Netflix-Blockbuster Competition

Sales Training Bob

Cash Money Tree

Leadership & Trust

Management Style

Your Capacity for Success

Create Cash Flow-Equity

Pay for Performance

Road Trip to Success

The Good Life

Power Shift-Toffler

Incentive Programs

Compromise Poem

Business and Ladders

Speaker on Vanity

Leadership Style - Skill

Selling Through Channels

Consequences

Exploiter Poem

Keynote on Revenge

Motivation and Money

Computer Poem

Selling & Optimism

Speaking of Action

Keynote on Greatness

Essay on Equality

Torpedoing Success

Consumer Motivation

Creative Destruction

Motivation and Selling

The Success Matrix

Squirrel Wins - Focus

Why Take Action

Latino Market Growth

Motivational Failure

Speaking of Talent

Speaker Success Poem

Selling Without Wires

Sales Storage Evolution

Acres of Diamonds

Motivational Principle

Professional Public Speaking

Diversity & Multicultural

Sales Ethics-To Tell

Monopoly of Ideas

Self-Esteem Motivational

Employee Recognition

Overcoming Fear

Cold Calling CEOs

Reality is Plastic Poem

Life Coach - What a Joke

Innovation and Technology

 

hispanic motivational speakerWhat Motivates People to Take Action

 

So I wanted to buy a car.  It was a tough choice but I decided that my next new car would be a Volvo.  So I drove down to a local dealer and told him I wanted to take a look at a few Volvos and could he help.  “Of course” he replied.

 

After viewing a few of the cars I decided to test drive one of them.  As I drove around the salesman went on about how great this car is and how customers don’t complain about the car and how they love their Volvos.  I then asked him to be more specific about what customers like about their Volvo.  He seemed to hesitate.  It quickly became obvious no one had ever asked him to be specific.  He said, “Well you know, people like the way it drives and how it looks.”  He rambled on but never got into specifics.

 

After a few test drives and more “oohs, ahs” about how great it would be to own a Volvo I thanked him and left without buying a car.  I just wasn’t sure and wanted to think about some more.

 

About a week or so later I decided to go back and test-drive some Volvos again.  This time I went to a different dealership hoping to get another flavor before making up my mind.

 

The salesman that greeted me was a polite and unassuming individual.  We’ll call him Jack.  Jack asked me simple questions about what I was looking for in a car.   I also told him that I had test driven a few Volvos but was unsure of whether to buy or not. 

 

Jack listened and nodded his head and said, “Alright.  Let’s begin with the model you like the most.”  I said, “Sure.”

 

We got into the car and I was ready to start the car when Jack asked me to wait a minute.  Jack then went on to explain the features of the car.  By the time he was done I understood what every button on the panels, dashboard and doors could do.  Then Jack explained how many of these features would make my drive more comfortable.  It became quickly apparent that Jack understood how to sell benefits, not features.

 

When we finally started driving, Jack began to go into the history of the Volvo; origin, model transitions and improvements and on and on.  It was like listening to a Volvo documentary…with me in it!

 

When we finished driving, Jack stepped me around the car to explain some of the hidden safety features.  Volvo is known for being one of the safest cars in the world.  And after Jack’s mini-tour around the vehicle I understood why.  Needless to say, within an hour I was sitting down in his office finalizing the paperwork to purchase my first Volvo. 

 

I gleaned a couple lessons from this experience that I want to share with you.

 

First, Jack wasn’t a ‘slick’ salesman.  He was an average guy with a very modest demeanor.  Most people have it in their heads that to be a great salesperson you have to be a fast and smooth talker.  Wrong. Who would you trust more?  A fast talking salesperson like the first with slick answers and no depth or someone like Jack who answers all your questions with details and facts?

 

Second, people don’t want to be sold, they want to be convinced.  Jack understood that giving me a lot of information would go a long way in helping me decide as to whether I wanted to buy or not.  Having enough information allowed me, or better yet, convinced me to make a decision. 

 

I didn’t buy from the first dealership because I didn’t have enough information to make an informed decision.  All I had were the opinions of other people who had driven the car from a salesman I didn’t personally know.  Testimonials are great, but unless I know the person behind the testimonials it mean very little to me. 

 

More often then not, people reject proposals or making a buying decision because somewhere in the sales process their concerns weren’t addressed.   They still have lingering doubts about whether it is the right choice for them. 

 

Jack’s approach reminded me of an adage I keep in mind when trying to understand the link between motivation and action:

 

“An uninformed mind is a confused mind.  And a confused mind will NEVER make a decision.”

 

In a hyper-capitalist society where we are inundated and bombard with new technology and features, our minds often times can’t keep up.  The job of a salesperson is to explain the new advances, but more importantly how they benefit the buyer.  Whether selling or just trying to convince others, what motivates people into action is 1) knowledge and 2) that it is in their best interest.

 

Think about it for a second.  When you know ‘how to’ do something, you rarely hesitate in getting it done.  When you know that it will benefit you personally, you will act!

 

A final note: If you’re in management, keep this is mind when someone doesn’t buy into your approach, strategy or way of thinking.  Maybe the reason they don’t has less to do with your ideas, and more to do with them not having enough information to make an informed decision OR how it will benefit them in the long run.

 

p.s., Update: five years later my Volvo is still going strong!

 

 

Victor Antonio G., top Hispanic motivational speaker and author of “The LOGIC of Success”.  

 

Copyright © 2004 by Victor Antonio G.   All rights reserved.  This article MAY be reproduced in any form or by any means, electronic or mechanical, including photocopying, as long as the author’s name, website and email address are included as part of the article’s body.  All inquiries, including information on electronic licensing, should be directed to Victor Antonio G.

 

 

                                             

Motivational Speaker Articles

Ode to Og Mandino

Leadership-Time Management

Stupid People Poem

Christmas Story: Misfits

Leadership-Winning Mindset

Sales-Prime Contractor

Netflix-Blockbuster Competition

Sales Training Bob

Cash Money Tree

Leadership & Trust

Management Style

Your Capacity for Success

Create Cash Flow-Equity

Pay for Performance

Road Trip to Success

The Good Life

Power Shift-Toffler

Incentive Programs

Compromise Poem

Business and Ladders

Speaker on Vanity

Leadership Style - Skill

Selling Through Channels

Consequences

Exploiter Poem

Keynote on Revenge

Motivation and Money

Computer Poem

Selling & Optimism

Speaking of Action

Keynote on Greatness

Essay on Equality

Torpedoing Success

Consumer Motivation

Creative Destruction

Motivation and Selling

The Success Matrix

Squirrel Wins - Focus

Why Take Action

Latino Market Growth

Motivational Failure

Speaking of Talent

Speaker Success Poem

Selling Without Wires

Sales Storage Evolution

Acres of Diamonds

Motivational Principle

Professional Public Speaking

Diversity & Multicultural

Sales Ethics-To Tell

Monopoly of Ideas

Self-Esteem Motivational

Employee Recognition

Overcoming Fear

Cold Calling CEOs

Reality is Plastic Poem

Life Coach - What a Joke

Innovation and Technology


Motivational SPEAKER HOME | PROGRAMS: | Corporate | College | OrganizationsINFORMATION: |Speaker's Bio | Speaker Press Kit | Speaker's Products | Motivational Speaker Testimonials | Motivational peaker Videos | COACHING: | Speaker U | Victor's Bookshelf | ARTICLES ON SUCCESS: | Leadership & Trust | Speaker on Vanity | Keynote on Revenge | Business and Ladders | Latino Market Growth | Motivation and Money | Selling & Optimism | Speaking of Action | Keynote on Greatness | Torpedoing Success | Consumer Motivation | Creative Destruction | Motivation and Selling | The Success Matrix | Motivational- Squirrel Wins - Focus | Why Take Action | Motivational Failure | Speaking of Talent | Speaker Success Poem | Acres of Diamonds | Selling Thoughts | Marketing Focus | Sales Ability - Part 1 | Sales Ability - Part 2 | Sales Ability - Part 3 | Sales Ability - Part 4 | Strategic Selling-Legacy | Sales Techniques-Price | Sales Mastery-The Sale | Selling Without Wires | Sales Evolution | Ode to Og Mandino | Leadership Style and Skill | Leadership Success Poem | Leadership-Time Management | Motivational Principle | Professional Public Speaking | Diversity & Multiculturalism | Sales Ethics-To Tell | Cash Money Tree | Monopoly of Ideas | Sales Training Bob | Create Cash Flow-Equity | Pay for Performance | The Good Life | Power Shift-Toffler | Compromise Leadership Poem | Exploiter | Computer Poem | Leadership Qualities | Your Capacity for Success | Incentive Programs | Management Style Leadership | Essay on Equality | Self-Esteem Motivational | Employee Recognition | Overcoming Fear | Success Without Degree | Reality is Plastic Poem | Christmas Story: Misfits | Cold Calling CEOs | Leadership-Winning Mindset | Innovation and Technology |Netflix-Blockbuster Competition | Philosophy of Perfection | Renting Goals | Selling Not CollectingSales-Prime Contractor | Blink-Decision Making | Selling Through Channels | Roadmap to Success | Success Your Way | Why Things Don't Change | My First Trophy | Life Coach - What a Joke | Leadership Memorandum | How to Hold On to Your Super Hero Powers | Get Off Your Assets | What Killed Jack Rabbit | SHPE Happens | Autopsy of Inaction: The Living Dead | Reverse Engineering Success


Victor Antonio G.,  Sales Influence   All Rights Reserved 2002-2009,

A business motivational keynote speaker for events and conventions 

Travels from: Atlanta, Georgia   info@SalesInfluence.com

For booking information call: (678) 895-6068

11770 Haynes Bridge Road, Suite 205-501  Alpharetta, GA 30004