Disrupting Conversations #2

What high performers do that others don’t

In my previous newsletter, I wrote about the suck that high-performers learn to embrace—that part of the process we all have to work through to achieve, create, or experience something different. The suck is the antithesis of immediate gratification. Instead of putting one unit of effort and generating one unit of results, it takes multiple units of effort to get one unit of results.

Let’s say you are preparing for an upcoming meeting where you’ll be presenting your expertise to a group of people you’ve never met. You’re nervous because you know that human tendency is to discount new ideas—we overestimate what our current processes and partners can do and underestimate what we could gain by doing something different.

👉 So, how do you prevent your ideas from being discounted? You will want to establish trust prior to presenting in hopes that it can keep the group from sliding into the protective pattern of biases, which accelerates their will to disqualify you. Here’s the actions you may take, and how your inner voice might respond while getting ready for your big meeting:

If you’re doing the math, that’s 12 units of effort to create one unit of results.

In the end, you’ll have made it through the preparation process to deliver a presentation that meets the group where they are, displays your authenticity and honesty, sets a collaborative tone, and eases the tension in the room—all while building a little trust.

How far are you willing to go?

Thanks for being here,

Dan

If you want to learn more about how to work through the suck and have more meaningful conversations with your prospects, check out our webinar series starting March 16th.

On January 29, Breaking Sales released our 100th episode!

Pam Evanson and I feel a lot of passion and conviction in talking about how to help empower sales professionals to move away from traditional sales tactics, and this 100th episode was no exception. This time, we discussed the dangers of trying to prove yourself through value and credibility, and how it can push prospects away.

Episode 100: Breaking Credibility With Questions

Although scarcity is an effective sales tool, it can come off as desperate and needy when utilized incorrectly. In this 180 Conversation, Dan and Pam break down three outreach messages from the same industry (outsourced prospecting–appointment setting) that are poorly written and emphasize scarcity. Listen in and learn how to spot this inferior approach from those promising to be the best at it.

Episode 99: The Pros Aren’t Very Good

It's Bigger Than Sales

I believe that life is about experiences. In this section, I'll be sharing the experiences—big and small—that are generating fulfillment for me, in hopes that they spark something impactful for you.

Having a morning routine has been a huge contributor to my sense of well-being, energy, and purpose. Recently while traveling for a series of workshops, I decided to take advantage of the solitude of a morning walk instead of working out. In the midst of contemplating the many priorities in my life, I was able to embrace the moment with this incredible sunrise. Work hard, but pause to take in the beauty all around you.

Thanks for reading!

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Laughter Can Drive Performance—If You Let It