MOTIVATION

Motivation is the desire to act in service of a goal. It's the crucial element in setting and attaining our objectives.

Motivation is one of the driving forces behind human behaviour. It fuels competition and sparks social connection. Its absence can lead to mental illnesses such as depression. Motivation encompasses the desire to continue striving toward meaning, purpose, and a life worth living.

Intrinsic and extrinsic motivation 

Psychologists have proposed different ways of thinking about motivation, including looking at whether motivation arises from outside (extrinsic) or inside (intrinsic) an individual. Researchers have found that each type has a different effect on a person's behaviour and pursuit of goals. To better understand the influence of intrinsic and extrinsic motivation on human behaviour, it will help to learn how each type works. 

What Is Extrinsic Motivation?

Extrinsic motivation is when we are motivated to perform a behaviour or engage in an activity because we want to earn a reward or avoid punishment. You will engage in behavior not because you enjoy it or because you find it satisfying, but because you expect to get something in return or avoid something unpleasant.

What Is Intrinsic Motivation?

Intrinsic motivation is when you engage in a behaviour because you find it rewarding. You are performing an activity for its own sake rather than from the desire for some external reward. The behaviour itself is its own reward.

What type of motivation should we use in our sales? 

Using motivation in our sales is a valuable tool in the educate process and will set you up for success in your sales close. Using motivation with our prospects and members will allow you to show them value into joining or keeping their membership. So do we want to use intrinsic or extrinsic motivation? 

INTRINSIC!

The best sellers can close on selling a prospects goals alone and not even going onto the gym floor. We want to intrinsically sell our prospects and members to get them closer to achieving their goals. This means we are are not going to sell them on what they can save or get for joining that day, but the feeling of them achieving their goals and motivating them to start today. 

Why do we have promotions and sales then? 

When we have a sale or a promotion we want to use the promotion as a way to generate leads and get people through the door. But once we start talking to them, wether that be on the phone or in club we want to sell them on the feeling of being healthy rather than on the feeling of saving money. At the end of the day we aren't going to remember the money we saved we are going to remember what we actually achieved. 

How do we do that?

We have heaps of tools and scripts to allow us to ask our prospect/members questions to give us the opportunity to ask extra questions and really find their why. 

There why is what you're going to use to get them back into achieving their health and fitness goals. Some why's might include: 

1. weight loss: for an event, for health reasons, for their kids, to look a certain way. 

2. Get stronger: for a sport, to feel better, to gain weight, to prevent being a fall risk. 

3. Become healthier: change of lifestyle, making long term good habits, for weight loss, to feel better about them selves.