Flow is the mental state of optimal performance. With flow, you execute an activity with complete focus and intentional control, unhindered by distraction, doubt, or negative internal chatter. In this second of two-part series, Indianapolis Colts’ Brian Decker reveals how to achieve this high-functioning state of mind and how flow applies to your sales practice. Learn about the three combined elements that make up flow – preparation, visualization, and mindset - and how it drives high performance. After You Listen: Bookmark this episode as we build upon this conversation from episode to episode. https://podcasts.apple.com/us/podcast/breaking-sales/id1503234243 Take this assessment to determine how and where you can improve your sales results. https://www.lappin180.com/assessments Connect with Dan Lappin: https://www.linkedin.com/in/lappin180 Connect with Kiley Schmitz: https://www.linkedin.com/in/kileyschmitz/ Learn more about Lappin180: https://www.lappin180.com/
Get all of the episodes and notes here. Join The Five to make every sale. There is a lot of psychology that goes into selling Breaking Sales is to help someone become objective A lot of salespeople grind and hustle and struggle They become attached to the outcome "I hope they like me. I hope I get the business. I hope I get invited back." Professional athletes know to let go of the outcome Golfers need to focus on the execution of the swing not the fact they just double-bogeyed the last hole When you focus on the outcome you change the execution of the skill, and that creates too much struggle Bring out peak performance Sleep, eat right, be sharp, exercise, meditate These are the new routines of top performers Adults learn well but we're attached to our history and efforts and past results so it's hard to change our habits and actions The key to a good sales conversation is your mindset It's not just who is asking the questions or giving more information The new routines of top performers include sleeping, eating, exercising, and even meditating." We're all guarded at first Will this conversation help us or harm us? Most salespeople want and need something from the prospect Have a helping/serving mindset You need to have a detached mindset There are no good or bad answers Don't assign values to answers. Just accept them for what they are. How many of your prospects have decided to make a change before you ever show up? Most salespeople admit only 10-30% are at that stage. For those ready to make a change you can follow "old school" sales tactics. To get exponential growth you need to get better at addressing the other 70-80%. How many of those are even ready and/or need to change? It's human nature to overestimate and underestimate You have to "spar" to gain more confidence. This is done in the deal dissection. Hesitancy, anxiety, disappointment, frustration, etc. can show up and blow up your meeting Detach so you're not thrown off by "bad" answers Those answers "don't mean anything, yet." Turn into those "bad" answers Role play with your teammates first (AI can help with your roleplaying) This is a lifetime project because sales is a profession Do a sales detox before you get on the phone Your prospects become defensive when they detect sales patterns Ask a lazy question, get a lazy answer Have an advisor mindset, detach, ask meaningful questions Can you help? How can you help? Are they ready for help? Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®. Use these resources to grow your sales: Sell More This Month Hire Better Salespeople Hire The Best Keynote Speaker Find Your Best CRM Join the Free Facebook Group Check out early episodes of The Sales Podcast: Episodes 1 to 10. Episodes 11 to 20. Episodes 21 to 30. Episodes 31 to 40. Episodes 41 to 50.
What’s the biggest indicator of success? For Brian Decker, Director of Team Development for the Indianapolis Colts and a former US Army Special Forces Officer, it always comes back to resilience. Brian shares lessons gained from his experience identifying and preparing men for combat, both on the football field and in the military. He talks about the difference between natural and learned resilience, and how you can improve and evolve it. In this first of two-part series, Brian shares his insights on resilience, and Dan applies it to sales performance. Learn how to embrace obstacles as part of the process for improving your resilience, so you can take your performance to a new level.   After You Listen: Bookmark this episode as we build upon this conversation from episode to episode. https://podcasts.apple.com/us/podcast/breaking-sales/id1503234243 Take this assessment to determine how and where you can improve your sales results. https://www.lappin180.com/assessments Connect with Dan Lappin: https://www.linkedin.com/in/lappin180 Connect with Kiley Schmitz: https://www.linkedin.com/in/kileyschmitz/ Learn more about Lappin180: https://www.lappin180.com/
Truth You Can Act On: What are your internal self-limitations? We all have them, but awareness is the first step to overcoming. [00:08:59] we have to become self-aware or cautious of them if we're going to be able to move away from them and start listening to the other voices that we have, which are far more empowering. [00:09:13] What are your superpowers? Know them. Embrace them. Work on belief in you. Get rid of the assumptions and negative thoughts that hold you back from fully utilizing your superpowers. [00:11:37] we tend to overestimate what we have in place and what we currently do. And we tend to underestimate what we could gain by doing something different. And we do that innately and it keeps us safe because if we can control and experience, we can give ourselves the illusion of being safe. [00:11:56] [00:12:39] according to the research, we're having 40,000 potentially negative thoughts, every single day of self doubt. Talking ourselves out of something. And then out of that 80 %, those negative thoughts, 95% of those are, are reoccurring. [00:12:56] Get good at asking uncomfortable questions to your people, and have a coach that does the same for you as well. Uncomfortable questions are a powerful technique to get to the real-deal issues. [00:14:55] So if I have to ask a tough question, I have to remind myself, I have to ask this question, even though it's going to make this individual uncomfortable, the results though will be, they might become more self-aware of what they're doing, they might be able to take more ownership and a game plan to change what they're doing. [00:15:16] Help your people see the blind spots they have on their own; you just lead them to it. [00:14:37] if my goal is to truly help the person, and I know that in order to help this person, I have to help this person see things for what they are. I have to help this person become more self-aware, more conscious. What that means is I have to let my intent guide me.[00:14:55] [00:17:37] That's the power of changing our thinking. When we change our thinking about how do I help this person see. If this is something worth their time, or how do I help this person see their blind spots and help them ask questions. I asked them questions to help them see what their alternatives are. What we're doing is we're becoming true advisers or true leaders. We're not dictating the terms of the conversation. What we're doing is we're helping the other person come to conclusions on their own. And sometimes they're tough conclusions, but the cool thing is that the individual owns them because they came up with them. [00:18:11] Full Notes: https://gutplusscience.com/dan-lappin/ Nikki’s Book Recommendation: The Power of Now by Eckhart Tolle Sponsor: Ascentis –  As we transition into the new normal at work, it’s time to start creating a safer work environment for employees. Ascentis is making the transition easier for businesses that use time clocks with CarePoint–a completely touchless time clock experience with configurable prompts and voice command capabilities. To learn more about how CarePoint can create a safer environment for your workforce, visit https://www.asenctis.com/carepoint
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Creator Details

Episode Count
10
Podcast Count
3
Total Airtime
4 hours, 40 minutes