Educate, Motivate, Activate!
The Three Legged Stool of Customer Conversion!
In my DVD, “The NEW Game of Business” Live from Las Vegas, I ask the audience,
“What do you get paid to do?”
Do you get paid to educate?
Do you get paid to motivate?
Do you get paid to activate?
Which of these three outcomes do you aim for in a sales conversation?
Hopefully, all three! But only one of these three pays the bills.
You can EDUCATE people all day, and have little or nothing to show for it at the end of the day. Educating people may be important (it is not always), but it rarely results in a sale.
If you MOTIVATE people, excite them, spark their passion and work them into a hot lather, but they don’t do anything about it, they get no result and you get no payoff.
Educating and motivating is like marching all the way down the football field to the one-yard line, only to come away with no points. It’s doubly demoralizing.
Nothing happens until you ACTIVATE someone. You get paid to ACTIVATE!
Many situations require you to pass through the green lights of education and motivation to get to the Promised Land of activation. That said, we often spend too much time building the first two legs of the sales conversion stool, then come up short on the third leg. A stool with one short leg will not stand.
A buyer with a short leg of commitment will not activate!
A sale with a short leg of commitment will not stand.
To activate, you need commitment.
No commitment, no activation, no result, no payoff!
Both parties lose/lose/lose/lose!
Want to turn every relationship into a win?
Change the game.
Educate as much as necessary.
Motivate from what they want most.
Activate when committed and ready.
Build your sales stool on three sturdy legs
Educate! Motivate! Activate!
Mitch, creator of “The NEW Game of Selling™”
CEO (Chief Encouragement Officer), “Educate, Motivate, Activate!”
