Here’s what I mean: A consultant may tell you that they joined the business because they want to be able to pay for their children’s college education. That’s a great “why”, but there’s a deeper reason here. Perhaps, upon further investigation, you discover that paying for their children’s college education is important to them because they weren’t able to go to school themselves, and they see a college education as a symbol of freedom from financial bondage and hope for a better life for their children. So their “what” is really freedom from financial bondage and hope for a better life for their children.
It takes time and you must build relationships with your team in order to dig this deep. It’s rare that a person will be able to bridge this kind of emotional gap on a first encounter, although it’s possible. You must demonstrate compassion and be a trusted source before someone will share their “what” with you. That’s logical, though, because it’s hard to share what sometimes may hurt.
And who’s the best consultant on your team with which to practice this new skill? You.
Get clear on your “what” before you ever approach your team. Knowing what motivates you makes it easier to share and connect with your team – especially when times are tough. It’s up to you to take the necessary actions to move your business forward. If you’re leading by example, you’ll need to know what really motivates you before you can ever inspire your team to get motivated themselves.
© 2010 Lisa Robbin Young.
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Lisa Robbin Young offers direct sales coaching and training to direct sales professionals looking to grow their business like a real business instead of an expensive hobby. Sign up for her free weekly ezine at http://www.homepartysolution.com.