When determining how to eliminate or overcome obstacles that stand in the way of one’s taking action, you must analyze the Motivational Equation and learn how it applies to that particular person. The equation looks like this:
(Want x Reward) + Tools = Degree of Motivation
(Difficulty - Time Frame)
How do you “salt” the motivational quadrants? Look at the first element: want. This is easy to understand. In order to successfully tap into your prospects’ motivation, one of the first things you have to understand is what they want. This also includes what they need, what their goals are, what they are trying to accomplish, what turns their crank, where they want to go, etc.
The second part of the equation is reward. Is it worth it to your prospects to take action? What is their reward for doing so? What are they going to get? What’s in it for them? Is it something they can understand the value of fully? Can they feel it, touch it, taste it - crave it? Let’s look at some of the stages your prospects might be in:
•Passion not yet found - They are going through life using desperation as a motivator or they haven’t yet found anything that really inspires them.
•Poor attitude -They are run down with a negative attitude. Their expectations and beliefs are not congruent with their goals.
•Diminishing intent - They have previously been on the right track but have lost their drive. They have forgotten the real reasons they were motivated in the first place.
•Indifference - They just don’t care anymore. They have lost the ability to express concern or to make a difference in their own life or in the life of others.
•Creature of habit - They have not replaced their previous bad habits and have fallen back into old ones.
•Lack of persistence - They have given up too easily and have gotten stalled at the first obstacle.
•No sense of urgency - They have set no timeframe. The pain of not changing doesn’t hurt badly enough that they’ve got to act now.
•Peer pressure - The people around them are more motivating than you are. They have not found the support they need to resist against the peers whose esteem they value.
•Lack of vision - They have sacrificed long-term success for short-term pleasure.
•Lack of knowledge - They don’t know how to make the necessary changes in their life or they are not doing so correctly.
•Lack of confidence - Confidence comes after action, knowledge, and success.
•No game plan - They are overwhelmed or waiting for everything to be in order. They have no action plan.
•Don’t want to do it - They don’t want to pay the price. Their goal is only a dream and nothing more. They are using external desperation as their motivator or they are living their life the way others want them to.
The third part of the equation is tools. Do your prospects have the tools required to perform the task you are asking of them? Do they have the competence? Do they have the knowledge or intelligence? Do they have the necessary resources, for example, transportation, finances, relationships, or self-confidence?
1. What do you love to do?
2. What would you do with your life if you could do anything?
3. What inspires you?
4. What do you want to achieve in this life?
5. If you had all the money in the world, what would you do with your life?
Now for the bottom half of the equation, and this is where it gets tricky. How difficult is this task going to be to perform? Or, more importantly, how hard do your prospects perceive it to be? Will it be perceived as more difficult than it’s worth? Can they see themselves doing the thing you are asking them to do? Is it worth their effort?
What knowledge and information do your prospects need to take action?
Are they more motivated by inspiration, desperation, or a combination of the two?
What is the cost of staying the same, or what will happen if they don’t change?
What are the benefits your prospects will receive when they make the change?
Do they feel capable and competent enough to make the change?
The last part of the equation is timeframe. Can your prospects fulfill your request in the time you are asking them to do it? Will a long timeframe cause them to lose focus and find more obstacles so as not to have to complete what you are asking them to do? Do they feel your deadline provides them with enough time to complete your request? Do they have the drive to stay on task until it is completed?
Conclusion
Persuasion is the missing puzzle piece that will crack the code to dramatically increase your income, improve your relationships, and help you get what you want, when you want, and win friends for life. Ask yourself how much money and income you have lost because of your inability to persuade and influence. Think about it. Sure you’ve seen some success, but think of the times you couldn’t get it done. Has there ever been a time when you did not get your point across? Were you unable to convince someone to do something? Have you reached your full potential? Are you able to motivate yourself and others to achieve more and accomplish their goals? What about your relationships? Imagine being able to overcome objections before they happen, know what your prospect is thinking and feeling, feel more confident in your ability to persuade. Professional success, personal happiness, leadership potential, and income depend on the ability to persuade, influence, and motivate others.
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Kurt Mortensen’s trademark is Magnetic Persuasion; rather than convincing others, he teaches that you should attract them, just like a magnet attracts metal filings. He teaches that sales have changed and the consumer has become exponentially more skeptical and cynical within the last five years. Most persuaders are using only 2 or 3 persuasion techniques when there are actually 120 available! If you are ready to claim your success and learn what only the ultra-prosperous know, begin by going to http://www.PreWealth.com and getting my free report “10 Mistakes That Continue Costing You Thousands.” After reading my free report, go to http://www.PreWealth.com/IQ and take the free Persuasion IQ analysis to determine where you rank and what area of the sales cycle you need to improve in order to close every sale! |
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