Mastery in selling: Ask yourself a masters’ question.
"What do I want my actions in this moment to say about me?"
This power question does three things:
Forces you out of your emotional center, your limbic system, and into your rational neocortex
Gives you a moment to identify the trigger and regain composure
Aligns your communication with the promises of your personal brand
It's easy to get triggered. We react from emotion, losing control and influence… But such power lies in this shift from reflex to intention.
Non-sales: My wife criticizes me. Instead of snapping back, I ask the question. "I want my response to show I'm patient and a good listener."
Sales: A prospect pushes me hard for a discount. Should I cave, or getting defensive, or pause and think? "I want my actions to demonstrate I'm confident in our value and committed to finding a win-win solution. I can meet this with strength and empathy."
This simple mental shift will drastically improve your influence and close rates. It's intention and self-awareness.
"It's not the events of our lives that shape us, but our beliefs as to what those events mean." - Tony Robbins
So, sales pros, what do you want your selling to say about you?
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