BRX Pro Tip: Understanding the Difference in the Story We Tell Ourselves and What Actually Happened in a Sales Call
Stone Payton: And we’re back with Business RadioX Pro Tips. Lee Kantor and Stone Payton here with you. I think this pro tip was designed for Stone, so I’m interested to hear your take. But it’s truly understanding the difference between what actually happened and the story that we tell ourselves happened in a sales call.
Lee Kantor: Yeah, I think it’s so important to kind of separate the two things. A lot of times, when you go on a sales call, you’re going to have a story about what happened after the sales call, and that may not match exactly what happened in the sales call. So, it’s important to kind of document things. It’s important to kind of capture data that is going to tell you the truth, because this is what happens in real life. Go on a sales call, you have a conversation, and you’re going to spin it. Your brain, our human brain loves to spin narratives that justify, explain, or soften the outcomes. And those stories can cloud your judgment, and they can really stall your growth.
Lee Kantor: So, it’s important to separate your facts from feelings. You should be questioning your narrative. You should be looking for any assumptions or biases that you’re going to make, or that you do make, or that you’ve historically made. And then, ultimately, you want to focus on the data. The data is going to tell you another story and use the data as kind of the tiebreaker of what’s real and what’s not real. And then, at the end of the day, you want to stay curious because you have to have that kind of beginner’s mindset and not get defensive over what happened. The story you tell yourself can either be a trap or a tool. So, you can’t — the facts are the facts. You can choose to own the facts. You can choose to eliminate any blame. You can choose to get rid of the drama and just use real insights based on real data to level up your sales game every single time. So, don’t get defensive about what really happened. Look and lean into the data. Lean into the facts, own the outcome, and begin to tell yourself a different story.
