Nov 29, 2021
Performance Tips you'll learn today on The Sales Podcast...
- Clinical Psychologist
- Psychology of injury rehab
- Sales support from a medical side
- Opened his own practice
- Performance expert
- How to get the last 1% out of people
We're terrified of success."
- We're afraid of the moment we realize we failed
- Success is never a conclusion
- We're good at bouncing back but not pushing the bar?
- We're not comfortable being in areas we can get exposed
- If you make the small habits, the big ones are easy "Atomic Habits: An Easy & Proven Way to Build Good Habits & Break Bad Ones"
- Priming the person to be ready for change
- People always resist at first
- Get people to buy into why they need to change
- Find out what's important to them and listen genuinely
- Create dissonance
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- Popcorn kerneling (stuck in the back of your teeth so you remember me)
- Challenge them indirectly
- Prime the prospect to pay attention to their pain
- People take a while to open up
- There is always something back there
- We're afraid of opening-up
- We know if we open up we'll have to work on fixing it
- We think we won't be good enough
- We think we're coming for help for an "issue" vs. our character
- You need to see the big picture
- You're running your own race
- It's tough to admit "I'm a work in progress"
- Meet them where they are
- Take your time to get them to open up
- We're all in sales all the time
- Sports coaches have to sell every day (they should immediately hire a PR expert)
- We're always falling short of our dreams and what we think we can get to
- But you're getting better every day, so stop being so hard on yourself
- Life's not fair
- Not all good people win
- Not all assholes lose
- See your struggles and opportunities for what they are and change what you can
- "Iron Chef" and "Chopped" say "figure it out"
- Nick Saban connects psychologically with each player as they require
- He innovates
- It's all selling and PR
- Nick Saban was an early adopter of the psychological aspect of sports
- You can't change people
- Change yourself
- Be coachable
- Want to get ahead
- Be willing to do what needs to be done and admit you don't have all the answers
- Nick Saban leads from the front
- Be expansive
- The best leaders will have some anxiety/comfort for bringing in the best
- It's our own insecurities that lead us to throttle our brightest people or to seek all the credit
- Three levels
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- Present
- Answer
- Converse
- Great people journal every day
- Don't let your emotion of today guide you
- Detect trends
- Follow the greats
- Success leaves clues
Sales Growth Tools Mentioned In The Sales Podcast
- Get Dr. Bhrett McCabe's books
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- "Break Free From Suckville: How a Simple Mental Change Will Spark Your Performance"
- "The MindSide Manifesto: The Urgency to Create a Competitive Mindset"
- "The Game Plan: Managing Your Champ & Chump (The MindSide Manifesto Companion Series)"
- "Elite Journal: Dr. Bhrett McCabe's Performance Enhancement Manual"