Dr. Walter Doyle Staples

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2 Dr. Walter Doyle Staples Copyright 2009 Walter Doyle Staples. Contact: All rights reserved. No part of this publication may be reproduced, stored in a retrieval system or transmitted in any form or by any means, electronic, mechanical, photocopying, recording, scanning or otherwise, except as permitted by Section 107 or 108 of the 1976 United States Copyright Act, without prior written permission from the author except in the case of brief quotations embodied in critical articles or reviews. This ebook/essay may be freely distributed in its original form, format and content. Requests for a customized version containing your business or organization name and logo can be made to DoctorStaples@gmail.com 2009, Dr. Walter Doyle Staples, All Rights Reserved 2

3 How To Really Motivate A Sales Team A national sales director of a large life insurance and financial planning company recently asked me the following question that had been perplexing him for a long time: Walter, how can I keep my sales people on a high for more than three days after a very exciting, highly motivating sales convention? After all, we spend an awful lot of time and money staging such events each year but soon, after they re over, participants simply fall back to where they were before the convention started. Here is what I said: 1. Create the vision and foster the desire. Help your people form a clear, bright, detailed mental image of what their goal would look like at a specific time in the future in terms of quantity and quality. If they want to earn one million dollars (quantity) over the next 12 months, what picture or pictures does this conjure up in their mind (quality)? It could be 2009, Dr. Walter Doyle Staples, All Rights Reserved 3

4 that big, beautiful house looking out over the ocean they desperately want or the joyful, smiling faces of orphans when volunteers use the proceeds to build a new school or dormitory for them. It must be something that really excites your people, challenges them, motivates them, and is currently well beyond their idea of what is do-able or reachable. Now, once they have this big, beautiful picture of their goal firmly fixed in their mind (ie. the illuminated target of their internal success system), ask them to double it both in terms of quantity and quality. If they complain or argue with you saying that now it s impossible to achieve, that this is just too ambitious an undertaking, tell them to triple it. If they continue to argue, you know what to do (quadruple, etc., etc.)! 2. What is their motivation? Have your people write down all the ways their product/service will benefit their customers in a significant way. These statements must be specific, detailed, meaningful, and true. Their reasons for wanting to do something must result in others receiving 90 percent of the benefit and they themselves receiving 10 percent. Your people have to be extremely passionate about their offerings because of their value and all the ways they benefit customers. They have to adopt a service-minded approach, a relational approach when talking to potential customers. Customers quickly pick up on why someone is trying to sell them something. Any 2009, Dr. Walter Doyle Staples, All Rights Reserved 4

5 indication that the salesperson doesn t have their best interests in mind will immediately turn them off. As a result, they will refuse to buy or at least delay their decision indefinitely. Neither outcome is the preferred outcome. 3. List all the action steps required. Ask your people to write down all the steps they need to take in order to get them from where they are today to where they want to be in the future. Each company usually has this all carefully written out for new salespeople to follow. Among other things, it usually involves prospecting, the process of formulating lists and identifying prospects by making phone calls, sending out s, setting up appointments, conducting presentations, answering objections, trying various closing techniques, doing follow-up calls, etc. 4. List all the barriers or reasons that are preventing them from taking this action. Work with your people closely and find out specifically what they think is preventing them now, or may prevent them in the future, from taking each and every one of these steps. It may be any number of things: lack of self-confidence, lack of belief in their abilities, lack of knowledge, lack of intelligence, lack of experience, lack of time, lack of energy, lack of leadership skills, lack of the right contacts, and so forth or a fear of failure, fear of rejection, fear of embarrassment, fear of change, fear of choice (making a 2009, Dr. Walter Doyle Staples, All Rights Reserved 5

6 decision that may turn out to be wrong), fear of accepting greater responsibility and not being able to live up to it, etc., etc. Invariably, it ll be a combination of I lack this and this and this and I have a fear of this and this and this each individual just fills in the blanks. It is very possible that 10 or 15 issues or concerns will be identified. You will have to ask your people to be very honest both with themselves and with you. This is not an easy exercise because what holds people back from performing at a higher level may well be hidden deep in their psyche (just as some people aren t sure why they re not able to take on a new challenge, others don t really want to find out). At other times, they re well aware of what they think their preoccupations and shortcomings are, but are just too embarrassed to share such personal (and potentially embarrassing) information, especially with someone they look up to. 5. Debunk the myths. Work even more closely with your people and help them eliminate or resolve each and every reason, problem or excuse they have just listed in step 3 above by challenging the validity, logic and relevance of each statement. This step, of all the steps, can be the most difficult and time-consuming for a manager or team-leader. But it is the most important step of all. 2009, Dr. Walter Doyle Staples, All Rights Reserved 6

7 6. Get out of the way! And that s about it. If people want something badly enough, can see it very clearly in their mind, have all the right reasons for wanting to get it, know precisely what they have to do in order to be successful, and honestly believe there are no major barriers or impediments in their way, they ll be off and running. Sure, give time to be supportive from a distance, but let them take the lead. After all, it is their dream! If it doesn t happen as hoped and planned, everyone has to return to step 1 and go through all the steps all over again. PRAISE from several world-renowned authorities who have commented on books by Dr. Walter Doyle Staples Leaders are those who have a vision of excellence and have acquired the necessary skills to help themselves and others reach their full potential. By applying the principles in this book (Think Like A Winner!), you are taking a major step in this direction. Dr. Kenneth Blanchard - Co-Author, The One Minute Manager Helping people discover their richest possibilities and reach their greatest heights is an extraordinary gift, and one that Dr. Staples shares. (Think Like A Winner!) Anthony Robbins - Author, Unlimited Power and Awaken the Giant Within If you re reading this (In Search of Your True Self), consider yourself lucky you ve stumbled across one of the best books ever written. Walter Staples has put so much wisdom and so many practical strategies for success into his book that it could have been three books. What a treasure chest for anyone serious about greater success and more happiness in every area of life. Jack Canfield - Co-Creator, Chicken Soup for the Soul 2009, Dr. Walter Doyle Staples, All Rights Reserved 7

8 This is a scholarly motivational book (Think Like A Winner!). It convincingly presents workable formulae for releasing potential. Dr. Norman Vincent Peale - Author, The Power of Positive Thinking Dr. Staples has written a complete manual (Think Like A Winner!) for personal and professional development. It will surely help many reach the pinnacle of success. Art Linkletter - Author, Lecturer and Television Personality If you want to maximize your life s potential and at the same time enhance the lives of others, Think Like A Winner! is vital reading. Dr. Robert Schuller - Senior Pastor, The Crystal Cathedral This book (In Search of Your True Self) has an important message how to master the process of personal empowerment to help ourselves and others live fuller, more productive lives. Denis Waitley, Ph.D. - Author, The Psychology of Winning and Seeds of Greatness He s done it again! Dr. Staples has hit the major issues in personal performance head on. This book (In Search of Your True Self) opens your eyes to the critical determinant of happiness and success in life, and shows you how to develop everything you do. Brian Tracy - Author, Maximum Achievement Nearly everyone knows that they have more talent and knowledge than they re using, but they re not sure what to do about it. Here is a book (Think Like A Winner!) that provides both understanding and action steps that will make a difference! James W. Newman - Author, Release Your Brakes! Dr. Staples has pulled all the magic together from a myriad of sources and blended it in his own special style into a fascinating journey into our minds, hearts and spirits. We will all be blessed and inspired by this book (In Search of Your True Self), as well we all face the challenges described within and possess the unlimited power to overcome. Les Brown - Author, Live Your Dreams If you re looking for the key to success, look no further. Dr. Staples new book (In Search of Your True Self) will tell you how to unlock the power within. Peter McWilliams - Author, Life 101 and Wealth 101 Throughout the history of man, all the great thinkers and philosophers agree that successful living is rooted in successful thinking. In a clear, easy-to-follow 2009, Dr. Walter Doyle Staples, All Rights Reserved 8

9 format, this book (In Search of Your True Self) provides a road map to transform the person you are into the person you want to be. Michael LeBoeuf, Ph.D. - Author, GMP: The Greatest Management Principle in the World A wise and practical book interestingly presented. (The Greatest Motivational Concept in the World) Dr. Laurence Peter - Co-Author, The Peter Principle A NOTE FROM MELVIN POWERS, PUBLISHER OF THINK LIKE A WINNER! Nothing is more exciting than the realization that you can accomplish whatever you want in life and nothing is more life-changing than finding the tools to accomplish it. For years, I have been fascinated by how some people become more successful than others in the same business or profession. I wondered why so many never quite seemed to make it, no matter how hard they tried. I desperately wanted to know what sets the winners apart and I found the answer in Think Like A Winner! This book has shown it has those rare elements that have propelled it into the elite category of all-time, bestselling motivational classics. I have been a book publisher for more than 40 years, specializing in motivational books. I have published such classics as Psycho- Cybernetics, The Magic of Thinking Big and Think and Grow Rich. Like these books, Dr. Staples book has also attained greatness. Those who have read it are profoundly affected. Countless thousands of people in all walks of life are now citing Think Like A Winner! as the book that changed their life. In fact THIS BOOK IS GUARANTEED TO CHANGE YOUR LIFE! In it, you ll be given a tested, proven blueprint for success. Follow it and your life will change forever. I guarantee it. Order Think Like A Winner! today, and if it isn t all that I ve said it is and more, you can return it for a full refund at any time. 2009, Dr. Walter Doyle Staples, All Rights Reserved 9

10 Sincerely, Melvin Powers Think Like A Winner, by Dr. Walter Doyle Staples, is a great motivational book. If you want to be a winner, you must first think like a winner. In order for players to be successful, they must first create a success mentality -- you are what you think you are. Urban Meyer, Head Football Coach, University of Florida Gators, commenting on how this book by Dr. Staples helped his team win the 2006 and 2008 U.S College National Championships. MY SIGNATURE STATEMENT Whatever understanding you have of yourself, this is what you become. You can become anything you want because the world exists through the power of beliefs. There is nothing fixed or limiting about a human being. All the power of the universe is inside you. Simply put, you are who you think you are, and this you have the power to change at any moment. 2009, Dr. Walter Doyle Staples, All Rights Reserved 10

11 Dr. Walter Doyle Staples From his Book, In Search of Your True Self 2009, Dr. Walter Doyle Staples, All Rights Reserved 11