Motivation Audio

Part A

0 – External vs. Internal motivation.
2:15 – Can a sales manager motivate a rep?
3:05 – Threats, intimidation, competition as attempts at external motivation.
5:15 – Rewards as external motivation. Carrot and the stick.
6:50 – Not filling, doesn’t last. Temporary high – buy some crack.
9:40 – Internal motivation. Maslow.
11:50 – Extended adolescence.
15:05 – How can a sales manager internally motivate?
18:40 – Role of psychology in sales.
19:45 – True internal motivation.
20:50 – Relating to prospect’s internal motivatons and selling the same.
24:50 – Inspiring. Requirements for the role.
29:00 – Interpreting goals.
30:45 – Discovering prospect internal motivators.
33:45 – Comments and discussion.
37:10 – End.

Part B
0 – Lazy and ambitious. Yell at me. Can’t self-motivate.
2:00 – Coddled. No rites of passage or challenges. Not allowed to die.
5:40 – Life purpose as the foundation of internal motivation.
7:50 – Comments and discussion.
8:40 – Failure is not an option.
12:55 – When the going get’s tough sonny boy moves into his parent’s basement.
16:45 – Most likely to succeed.
18:10 – How to motivate the privaliged.
20:10 – Comments and discussion.
21:40 – Creating ambition.
22:00 – Religion and ambition.
26:25 – At the end what will you see?
28:00 – Paying the price. Why I paid it.
31:55 – Let them go way down south.
32:40 – Contests and self-esteem.
36:10 – End.