What Motivates You to Action?

 "It is never too late to be what you might have been."

If you're not motivated to take action, raise the stakes. The way to get motivated, to get passionate and to get going is to make it worth your while.

It's only natural to procrastinate, avoid and make excuses when what you must do has little or no meaning for you. The answer is not to force yourself to act against your own interest, but rather to find a way to get yourself positively invested.

When you make it important enough, you'll make it happen. When you make it truly matter, you'll figure out how, and you'll persevere until it's done.

If your dreams are just empty wishes, and you're not moving passionately toward them, make them bigger. Give them consequence, and you'll make them compelling.

Get your own self-interest working in your favor. Align that self-interest with what's best for everyone, and you'll find yourself actually doing what's best for everyone, including you.

There's no need to fight or strive or struggle to get yourself to take action. Make it matter, and you'll make it happen.

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Maintain Enthusiasm

 People who are unable to motivate themselves must be content with mediocrity, no matter how impressive their other talents.

Enthusiasm is at the foundation of all progress! Talent is valuable but, without enthusiasm, it pales at the point of sale. Enthusiasm is the difference between mediocre and superior success in selling.

Where do you get this energizing quality of enthusiasm? How do you maintain it after you tap into it?

Admonition one: Take responsibility for your own level of enthusiasm throughout the selling day. Don't leave it in the hands of others or with the circumstances around you. Learn what creates enthusiasm for you. Then, do it - turn it on!

What are your first thoughts when you start a new day? Do you remind yourself of the good news? That's the beginning of enthusiasm for that day.

• I have a high level of energy--that's good news!
• I have a mind that is alert --that's good news!
• I have challenging work to do --that's good news!
• I have a strong market with great potential --that's good news!
• I'm creating my future today --that's tremendous!

Admonition two: Act as if you have enthusiasm even when you don't. Psychologists have concluded that it is easier to act your way into a new way of feeling than it is to feel your way into a new way of acting. Read that statement again. Think about it. It translates to this: Act as if you feel enthusiastic and you will feel enthusiastic.

Enthusiasm reflects confidence, spreads good cheer, raises morale, inspires associates, and generates loyalties. It draws customers to you like a magnet. Enthusiasm is contagious. 

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How to Become Prospect Minded

 Hundreds of people can talk for one who can think; 

but thousands can think for one who can see

The single best source of prospects is personal observation -- those you develop through personal contact. Be socially mobile. Think in terms of people everywhere you go.

Your present contacts can literally be a goldmine. Develop an awareness of people who are in a transition period in their lives. Prospects facing a new situation often realize that it will affect their financial position. Frequently, this will provide an impetus for action.

Once you become prospect minded, you'll develop a nose for business as keen as the reporter's nose for news. It's another way of saying that you've formed the habit of paying attention.

Most salespeople don't see things; they merely look at them. They listen but do not hear. The power of keen observation is indicative of a superior mentality. "Paying attention" is a powerful mental process. It is a key to increasing your productivity. It makes it possible for you to evaluate carefully your prospects' problems and to decide upon the best solutions to help them. 

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