The ONE Question That Unlocked 40% More Closed Deals

0:02This old thing That's just a book that we wrote

0:08this whole thing must have slipped right off your neck uh who's driving the bus yes chapter two I think it's was he called Larry Holmes he actually was called Larry and people used to say he's happy as Larry but he was mad the guy the bus driver from school and people used to smoke on the bus do you remember they did but you should never trust someone who smokes in a bus that's what my nan always taught me I thought it was bang out of order it was disgusting they would sit at the back of the bus and they would smoke anyway stop all that who's driving the bus that's the chapter we're going to talk about today now where does your mind go to uh in a sales setting or back to lorry the bus driver in a sales setting uh in a sales setting i start to think of who's driving the bus who's in control and when we're selling we think about this as how how decisions are being made yes are they being made logically and rationally or are they being made emotionally and impulsive exactly and i'm I want to give you an old analogy that if you've been a listener for a long time, you'll have heard me say a lot.

1:10The analogy of who's driving the bus, the best way to kind of think about this in your own life is if you've ever been someone who sits in a traffic jam, banging your hand on the steering wheel and shouting, you believe somewhere that your emotions have the ability to change the traffic jam and they don't. And who's driving the bus is one of those analogies that lets you believe that. So if you imagine your mind is a boss and you can pick the driver, you can pick to put your emotions in the driver's seat, or you can pick to put the rational human side of you in the driver's seat. You'd be amazed how many of us are putting the emotion first.

1:47And in sales, that is typically when you're seeing these big peaks and troughs in yours or your team's performance. Agree? Disagree? Want to fight me on any of that? Well, no, but speaking of fighting, the way you were explaining that there really got me thinking. You remember Tekken? Do I remember Tekken? Yeah, that was a question. Do I remember Tekken? Do you remember Tekken? No. Okay. Well, Tekken was a video game, and it makes me think that every morning you have a choice to choose your player. And that was the way that... You only play Tekken in the morning? Yeah. What, you do it in the evening?

2:20Disgusting. No, you have a choice. And you are, you, there comes a point where I think I've heard Jimmy Carr say it, where if you're 18 years old and your life isn't going the way you want it to be, it's like, and you blame your parents and you've been hard done by, that's a shame. I'm sorry that you've gone through that. If you're mid to late twenties moving on and life isn't going your way, it's like, sorry, mate, no one's coming to save you. It's not your, like, it might not be your fault, but it is your responsibility. So kind of like buck up your ideas now. So you have a responsibility of who drives the bus.

2:52So when we think about salespeople that go through these peaks and troughs, how do we manage those emotions? Well, thank you for asking me.

3:07It's this week's focus, right? So within Salesist Therapy, what we've done is we've ended each chapter on some kind of actionable tips and tricks that you can put in there. I'm going to share some with you, please. So the first one is the emotion spotter. So spotting what triggers the emotion to grab the steering wheel and become the driver of the bus. So in your next five conversations, note down changes in tone of voice, shifts in energy, words that carry emotional weight, or moments when logic and emotion seems to conflict. So that would be if you're looking to observe it through, I'm looking at my prospects.

3:49But I'd also suggest doing this for yourself as well. notice like when i'm maybe defending myself or getting my back up or talking about something are there any changes in my tone is there a shift in energy within certain parts of the conversation do words that i say or don't say or want to say or feel like saying carry emotional weight behind them and why is that and are there any moments where logically i want to do something but emotionally there's some conflict and that is literally the emotion and logic wrestling for who's behind the steering wheel. That would be my advice. I feel like you're going to disagree with me.

4:27No, I would never disagree with a man like you. No, I think it's great advice. I think we always say it's the first step in self-development is self-awareness. So can you look in the mirror? Can you say, okay, I'm probably not the best version of I am. There's always room for self-improvement and self-development. So what are those things? what are those triggers where's that slip up do you find yourself getting frustrated when somebody hangs up on you if a deal doesn't go your way if someone said they were going to do something where are those moments of emotion those outbursts catch yourself and only when you kind of catch yourself you can start to learn how to improve that and i'm sure there's something in chapter three that might help with that wow interesting isn't it what you've done what i I like it a lot.

5:16The book's available now if you want to get it. But if you do want to get it, we like to set a task on these episodes. We do indeed. What I want you to do is take a picture of you and the book in a very, very extreme place. Could be Tesco. Could be Lidl. Could be Pez at Home. Could be... You want to say it or do you want me to say it? Bodrum. Exactly. Try it out. Sales is therapy. available everywhere now. Take care, kids.