Copyright, 1996 © Dale Carnegie & Associates, Inc.

Motivating a TeamMotivating a Team

TIP For additional advice seeDale Carnegie Training ®Presentation Guidelines

Deliver an Deliver an Inspirational OpeningInspirational Opening

• Relate an example of teamwork.Relate an example of teamwork.

• Use a quotation.Use a quotation.

• Tell a personal story.Tell a personal story.

• Read a testimonial.Read a testimonial. TIP Open with high energy andsincere enthusiasm. Givethe team a fine reputation

to live up to.

Hear Reports on Hear Reports on AchievementsAchievements

• Congratulate award winners.Congratulate award winners.

• Note areas of growth.Note areas of growth.

• Have impromptu reports Have impromptu reports on success.on success.

TIP Listening to success storiesmotivates team members.

Address the Sales Address the Sales ChallengeChallenge

• Identify the need or opportunity.Identify the need or opportunity.

Conduct a Creative Conduct a Creative Thinking SessionThinking Session

• Ask: In What Ways Can We…?Ask: In What Ways Can We…?– Assess the Situation. Get the facts.Assess the Situation. Get the facts.

– Generate possible solutions Generate possible solutions with green light, non-with green light, non-judgmental thinking.judgmental thinking.

– Select the best Select the best solution.solution.

TIP Stay in the solution, not the

problem. Green light thinking isan energizing way to solve

problems and buildteam spirit.

Set SMART GoalsSet SMART Goals

• Conduct SMART goal training.Conduct SMART goal training.– SpecificSpecific

– MeasurableMeasurable

– AchievableAchievable

– RealisticRealistic

– Time-phasedTime-phased

Set SMART Goals (cont’d)Set SMART Goals (cont’d)

• Set team goalsSet team goals

• Set individual goalsSet individual goals

TIP Teamwork empowers

people.

Identify Skills Needed to Identify Skills Needed to Achieve GoalsAchieve Goals

• Relationship selling.Relationship selling.

• Telephone skills.Telephone skills.

• Prospecting.Prospecting.

• Asking questions.Asking questions.

• Using evidence.Using evidence.

• Handling objections.Handling objections.

TIP Master the basics. High

achievers are skilled at whatthey do.

Get CommitmentGet Commitment

• Team commitments.Team commitments.

• Individual commitments.Individual commitments.

TIP Lasting success is based on

commitment

CloseClose

• Have an inspirational close.Have an inspirational close.

TIP Dramatize your ideas.