Ever been faced with an employee who doesn’t seem the least bit motivated? To get to the root of the problem and uncover his or her motivational needs, start with sincere praise of their strengths. Even the most ornery employees usually have at least one characteristic you can admire, even if it means spinning their negative traits into positives!
To an employee who stews all day in his office:
I like your intensity. Have you always been so intense when it comes to your work? What can I do to help your time here be less stressful?”
To an employee who has trouble meeting deadlines:
I appreciate all the time and attention you spend on your reports. Unlike the reports I get from others, yours never have mistakes. What steps do you take to make sure your reports are flawless? How long does that process usually take? Do our usual deadlines give you enough time to prepare your reports? What can we do to help so that your reports arrive before the deadline, without losing your trademark accuracy?”
Paul Cherry is a coach, speaker, consultant, and best-selling author. He specializes in sales effectiveness development, with an emphasis on asking smart, intuitive questions that help “galvanize” successful customer relationships. For the past two decades,he has worked with more than 1,200 organizations and businesses in a wide array of industries. Paul has been featured in over 250 online pubs and print magazines, including Kiplinger’s Personal Finance,Selling Power,Investor’s Business Daily, and Inc. magazine. His published books include Questions That Sell,Questions That Get Results, and The Ultimate Sales Pro.
Paul is founder and president of Performance Based Results, which delivers B2B sales training and performance coaching to teams and managers in corporations across the USA and Canada, including 175 of the Fortune 500, and 1,000-plus entrepreneurial, cutting-edge companies looking to dominate their niche markets.