Active Encouragement is one of the most powerful motivators and change agents available-equally effective in all personal and business areas. The deliberate or planned use of encouragement to achieve a goal. Can take physical from such as memos, awards or present or non-physical forms such as compliments. Receivers of active encouragement are seldom aware that someone is “encouraging” them, however they will be positively affected.
Sales management is focused on managing an efficient sales-team and achieves high sales volume. It is important to recognize the fact that when customers buy our products, they are actually purchasing the tangible clue.
For example, people buy cars are searching for transport means; another purchasing a massager is in urge for comfort. Customers need not necessarily buy from you. The same kind of tangible clue can be found in other competitor’s products. It is the kinds of attention that they get when they are being served made them feel important and pampered. They desire someone who will provide solutions to their problems.
Active encouragement motivates people and gets them to help willingly. It is not the words that motivate but rather the motivation behind these words. Empathy, the ability to feel and experience at par what customers is going through. A real estate agent will find himself able to convince the property owner to sign exclusive by first who are proud of their work although they may be moving out. One has to determine what is important in their perception in order to apply active encouragement and to prevent any insincere compliments.
In a doctor’s room, full of family pictures taken on several outings show the strong family concept that doctor has with his family. Complimenting on a rare picture in a customer’s office is a good way of breaking the ice especially meeting for the first time. Encouragement showered on job done shows the appreciation of efforts put in. Good behaviors are reinforced and are likely to be repeated and increase performance. Especially in the profession of a salesperson, he is always faced with rejection from customer. Encouragement from sales manager boosts their moral and raises their ego drive level. Increase sales volume and sales quality bringing customer satisfaction.
Being sandwiched between top management and sales team, they are often found in a difficult position to please both sides. They faced opposition and rejection from supervisors, peers, subordinates and customers. They lost the excitement and challenge salespeople meet with customers. Moreover, they are drawing a fixed income much lower than that of salespeople who determine their sales volume. Tied to the office adds to their tension. Active encouragement from salespeople displays the respect earned and confidence from the team. Facing rejection practically everyday, a salesperson has to encourage himself/herself and pick up before approaching another difficult customer. Only an optimistic person can sincerely motivate other, just like a mirror reflection.
Recognizing the need of sense of importance according to Dale Carnegie’s 8 levels of needs, active encouragement works psychologically. No matter a small-sized company to a large organization, active encouragement works. Be it a jewellery shop, supermarket or industrial small business, customers want to purchase from someone who has their best interests at heart. Motivated unconsciously, they keep coming back with repeat sales.
Active encouragement is an effective marketing tools in addition to the 4Ps, increases performance and profitability. There seems no good reason why we are not practicing active encouragement in our daily life!
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