Beyond Motivational Training: What Salespeople Really Need to Succeed in a Down Economy

From ExpertMagazine.com

Sales/Marketing
Beyond Motivational Training: What Salespeople Really Need to Succeed in a Down Economy
By Frank Troha
Sep 11, 2002 - 1:03:00 PM

"Motivational training programs tend to be all sizzle and no steak. They promise a lot, deliver little and often leave sales reps worse off than before." So claimed Frank Troha, Ph.D., a long-time designer of sales training programs for a variety of leading U.S. corporations.

According to Troha, the last thing salespeople need in today’s disappointing marketplace is another "go-get-em" speech from a self-help guru or sales trainer. Instead they require a better understanding of "why they too often do not do the very things they know they must do, if they are to succeed."

Troha, who holds degrees in psychology and adult learning, explained, "It's no secret that what people believe about themselves, other people and life in general, directly affects their attitude and actions. But, there's been little attention given to actually identifying one's unique set of underlying beliefs and adjusting the ones that are problematic."

According to Troha, any one of the following beliefs can generate attitudes and actions sure to jeopardize a potential sale. People must treat me fairly · I should have little discomfort in life · People must find me likable · I must always perform perfectly · People who treat me badly deserve retribution · I must get what I want when I want it · I can't control how I feel · Such things must never happen.

Troha, recognizing the value of helping salespeople identify and minimize their self-limiting beliefs, developed a two-hour training program titled, "Unstoppable Selling." "When most salespeople see the list of self-limiting beliefs in my workshops, they look as though a fog has just been lifted. And when they learn how to minimize their own personal self-limiting beliefs, most become freed-up or motivated in a way that's authentic, lasting and productive," he said.

Troha is not alone in his approach to improving human performance. According to Dr. James Fadiman, a well-known psychologist and writer, "Whenever we get stuck while trying to reach a goal, it usually isn't because we need to learn a new technique. Rather, it's because we've run up against one or more internal barriers. Until we deal with those inner obstacles, all the good intentions, plans and motivational strategies in the world won't be good enough to see us through to our goals."

Frank J. Troha, Ph.D., is a learning and development consultant, instructional designer and adjunct professor of instructional design at Fordham University, New York City. He resides in Port Chester, New York. Visit his website at: www.franktroha.com

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