I just had a discussion with my gym partner. He mentioned that after 15 years of being a sales person, he can tell what type of person someone is as soon as he meets them.
I completely disagree.
I’ve been in sales for 19 years and I’ve trained tens of thousands of sales people. I have noticed that The Drunk Monkey (your mind) is designed to judge, assess and generalize as a safety measure.
You judge people by their facial expressions, clothes, posture etc. You assess the surroundings and the context of your interaction with them and then you process all that data in milliseconds and compare it to the past. The Drunk Monkey then feeds you a generalization about who this person is and what you can expect.
The problem is that you are now pretending to know who this person is. But you don’t.
You can not know somebody’s insides by looking at their outsides.
In my sales training I ask you to stay neutral and find out who the person really is. Ask questions, be curious and engage the mystery. Don’t be quick to jump to conclusions. Your conclusions are just speculation.
To be influential, you must seek to understand someone and move into a state of total acceptance with them. As you do that you will gain deep knowledge of their desires. Now you have the capacity to advise them powerfully.
2 Comments
Wow!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!! = This is my response to the above and your thoughts on your Energetic Bodies (SFTH Module 6).
To connect deeply and elicit the truth/the best from them, you MUST accept them faithfully, despite what you are ‘seeing’ in front of you.
This is the first I’ve heard this explained EVER!!! I have also said…
People may not be able to articulate/verbalize what’s going on or why. They simply respond to an instinct that they may not have cognitive control of…they ‘just know.’ They don’t KNOW you…but instinctively, they like you. They don’t like you. They trust you. They vote for you. They don’t. They support you. They reject you. They buy from you. They buy from someone else. Etc. (You say this is CSV: just read the section on this!)
People feel therefore they know.
Awesome!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!
I genuinely wonder if you really understand the enormity of how your ideas and transparency IMPACT so many people, Matthew. It’s absolutely inspiring. Thanks for putting yourself in such a position and for being so raw/real.
I love it, brother!!!
*My personal favorite song of all time (which is saying A LOT) that aligns with MFI/these ideas: New Radicals, You Get What You Give
Take a listen: http://www.youtube.com/watch?v=WoUYCt_zc14&feature=related
Live it! Love it!
Angela Barnshaw
Agent06
Keller Williams Realty
Cherry Hill, NJ
Thanks for posting, definitely going to subscribe! See you on my reader.