Behind the Scenes: Coaching with Jon
A client called me convinced they couldn't sell.
"I hate pushing people," they said.
I told them the truth: the best salespeople never push.
They ask.
They listen.
They make the other person feel so heard that the conversation does the work for them.
We spent the session replacing every pitch instinct with a question. A few examples of questions we role played were:
"What's keeping you up at night?"
"What does success look like for you?"
"What's stopping you from solving this right now?"
By the end, they weren't selling. They were actively listening and asking the right next question.
They were leading a conversation, and the close happened naturally.
Sales isn't telling. It's listening at a professional level and asking the very next right question.
When was the last time your mind was completely quiet?
Sit still for 1 minute today.
Breathe in for 3 seconds.
Hold for 3 seconds.
Exhale for 3 seconds.
Hold for 3 seconds.
Repeat as needed.
Slow down your mind
so you can speed up your business and life.
A simple thank you goes a long way...
“A hundred times every day I remind myself that my inner and outer life is based on the labors of other men, living and dead, and that I must exert myself in order to give in the same measure as I have received and am still receiving.”
– Albert Einstein
THINK BIG!
QUESTION OF THE WEEK:
Who is 1 person you have been putting off to call? Call them Monday before 11am.
QUOTE OF THE WEEK:
“A no said early is a gift. A no said late is a wound.” — Kim Scott
GET UNSTUCK.
Get Ahead Before Monday.
1. Time-block your top 3 leading activities
Be specific. Be measurable. Complete them by 12pm.
2. Make the calls you’ve been avoiding:
5 total. 1 per day.
3. Grow your network:
Register for 1 event or conference in the next 90 days.
4. Show up daily:
Post 1x per day on LinkedIn.
5. Stay grounded in what works:
The phone and meetings grow your business and your team.
THINK BIG.
JD
Warren Buffet says:
You’re only looking for 3 qualities:
Enthusiasm: The drive and energy to make things happen
Intelligence: The ability to learn, think, and solve problems.
Integrity: Doing the right thing, even when no one is watching.
If they don’t have the third one the first two are very malicious.
1. Mindset: Stop chasing solutions. Get obsessed with the problem.
2. Exercise: Write down your 3 biggest pain points. Brutal honesty only.
(This is where most people quit, don't.)
3. Action: Start with #1. One solution. Do something about it before midnight.
Repeat. Every day.
