Sales Tip 1871: Motivation Follows Action, Not the Other Way Around – David Weiss

Scott Ingram: You’re listening to the Daily Sales Tips Podcast and I’m your host, Scott Ingram. Today’s tip comes from David Weiss. David is the CRO of the Sales Collective and founder of DealDoc. Here he is.

David Weiss: What is up, Sales Success Society? This is David Weiss with another tip of the day. So this one is all about this concept that motivation follows action. Again, motivation, follow follows action, not the other way around. I’ll give you a real relevant right now example. I personally don’t like recording tips. Doing the tips of the day is tough for me because it’s a two to three minute tip that I need to block time for and I’m normally, you know, blocking time in 30 minute increments. So it’s really tough for me to block time to do one tip. But this is what I find.

Once I do one tip, I get excited. I’m like, what other tips could I give? And then all of a sudden Now I’ve recorded 10 or 15 tips which actually uses that 30 minute block really nicely. So, you know, this is one of those things in sales that we have a lot of stuff that we just don’t want to do. I mean, picking up the phone, following up, scheduling a call for a difficult conversation, telling someone something they don’t want to hear, asking a challenging question, you know, updating the CRM notes. There’s so many things that you could make a very, very long list of stuff that I’m frankly just not motivated to do. But we all know that if we don’t do the things that we need to do because we are not motivated to do them, there are negative ramifications. You could lose your job, you could not win your deals, you could slow down your cycles, you could piss off your boss, you could have to get 90 reminders from people. There’s a lot of negative ramifications because we aren’t quote-unquote motivated to do the thing.

So this is where, you know, Nike just do it comes into play. Really stop looking for your motivation for something that is, you know, a huge self limiting belief and something that will absolutely get in the way of productivity. The best thing that you can do at any given time is just take action.

Scott Ingram: For links to connect with David Weiss, DealDoc and The Sales Collective, just Click over to DailySales.Tips/1871. Once you’ve clicked over there, be sure to click back here for another great sales tip. Thanks for listening.