When I’m training or speaking, my goal isn’t to just watch the lightbulbs go off in an “Aha!” moment sort of way. It is deeper than that. I like to bring people to a place where they are uncomfortable — but in a safe sort of way.
In my yoga practice, I always try to challenge myself with the uncomfortable and difficult poses — the Yoga poses that look impossible. These tap into that deep inner place where I get to confront my doubts and fears and remind myself to to get over it and just do it.
Same goes for learning new sales concepts in today’s new normal world. Most of my content is focused on the “how-to” areas: how to message better, how to ask the right questions, how to handle tough objections, how to increase your tool IQ, how to update your LinkedIn profile, etc.
My favorite part of my training curriculum, though, is when I get to introduce concepts that move people way beyond their sales life as they know it — out of the comfort zone. I like to take them into that uncomfortable zone where they first must admit things are not working, complain about their frustrations, and then get desperate enough to change things up. Yes, it’s like any rehab program!
Take No-Po’s, for example. These time-wasters have no power and no influence, but they are masters at stringing salespeople along and promising them something will happen. Of course, it never does, and sales are lost. Helping salespeople get the “No on No-Po’s” message means that they must first admit they have been severely betrayed by these guys, and then decide that they are ready to take the steps to move away from them.
My upcoming book, Smart Sales Manager, explains how the Sales 2.0 Ecosystem — today’s Customer 2.0 + Talent 2.0 + Tools 2.0 = Prospecting 2.0 — is changing how prospecting is done. Admitting that the old tricks have gone stale, and sharing the frustration of getting no response after zillions of attempts, is the first step to changing up what you are doing. Much more on this in the new year.