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Knowing how to motivate people relies on some key areas. Firstly, what is important to the person in that context and secondly, if they are driven to ‘achieving it’ or avoinding the consequences of ‘not achieving it’.
This is known as ‘towards and away’ motivation strategy.
People can be:
Towards motivated
Away from motivated
Towards with Away
Away with towards
To find out what is important to someone in their environment you need to ask them. In their answer they will provide a ‘value’ based word.
To find out their motivation strategy ask: Why is that value important to you? They will answer in one of the following ways:
– By stating what they will get
– By stating what they will avoid/not have
– By stating what they will get and avoid
– By stating what they will avoid and get
By understanding ‘how they answer’ uncovers that persons motivation strategy.
Why is this useful?
Take a person who has a TOWARDS strategy and ‘being organised’ is important (their value) in the context.
Communicating to a person about they will avoid as a result of being organised will not hit the hot buttons of that person because they are being communicated to as if their strategy is away from, rather than towards. Great managers know their team, what is important to the team and what ‘direction’ they are spoken to to motivate them in the right direction.
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