The Inner Game Of Sales
When you get a cut, does your conscious mind heal it shut?
When you break a bone, does your conscious mind mend it?
Think back to the times you performed at your best.
Was your conscious mind in control?
Or were you in the zone?
When I first started selling in Timeshare one of my main motivators was I wanted this Million Dollar Ring so bad.
It's a ring the top closers get – a status symbol.
When you see someone wearing it out in public, you know this guy's a badass.
So I started out fine – closed my first 3 out of my first 6 tours.
And then I went ice cold... couldn't give 'em away.
It got so bad, the people that worked with me didn't want to sit at the same table as me.
Afraid they'd absorb my Suck through osmosis or something.
And no matter how hard I tried, how many books I read, how many trainings I attended, or how hard I studied, I couldn't figure it out.
Until a while later one of my mentors said, "You need certainty."
I was looking for hacks and tricks – the one line, the one epic thing to say that would close the deal.
But Sales isn't a way of saying, it's a way of being.
Once I took my mentor's advice to heart and trusted myself, I started making sales again.
And I didn't truly understand what he meant until many years later…
When I had to train sales reps.
I would train them on what to say and do – and they'd do worse.
Me coaching them would actually reduce their performance.
I burned through 4 or 5 perfectly good sales reps this way.
It wasn't until I understood I needed to leave them the hell alone that I became a good sales coach and the reps I managed started performing well.
Trust yourself. Trust your instincts.
Because it's usually when your conscious mind takes over that you lose the deal.
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