We all think we are doing everything we can to get the best results possible.
But how many of us are applying a set of filters to shield us from what we do not want to see, or hear.
The other day, Peter was having an obvious issue closing and like so many salespeople, wondered why he was not doing as well as he knew he could. But when coaching him, it became very clear that he did not want to :
- Identify what he was doing less well and;
- Devise a more successful strategy.
What Peter wanted to hear really, was something like, “It is OK, I know you are trying, Things will turn around if you just persist”.
I was watching a law and order show the other day and the perpetrator, literally said to the detective interviewing her, “I want my Daddy”. This is after she murdered her husband in cold blood.
In times of stress, salespeople filter out the sunlight - self evaluation, objective assessment, re-planning and execution of new or proven successful strategies and replace it with warm, comforting nurturing that our parents may have provided when we were 10 or so.
But we owe it to ourselves to hear the messages that are going to make us better salespeople:
- What, specifically am I doing wrong?
- What, specifically do I have to do to get better results?
- Suck it up and execute the new approach as if your life depended on it.
For filtering out the sunlight only leads to darkness.
