How I Overcame My Sales Phobia: Insights from the GrowBIG® Training Experience

Happy Monday to you & welcome to a new week of possibilities!

As we embrace the start of another week, remember any time life’s challenges attempt to damper your spirits - you are an Everyday Knowledge Warrior, ready to conquer the week - and digital defeat! - with strategy, determination, and a systematic approach.

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Have you ever faced a professional challenge that made you feel uncomfortable? You're not alone. Let me share a journey that recently transformed my understanding and approach to a topic I've avoided for years: Sales.

From Dread to Insight: A Personal Story

My first job at 16 was as a telemarketer for MBNA America, a role that introduced me not only to the workforce but to an intense dislike of sales. Each ring before a customer picked up filled me with anxiety, and the reactions were often harsh and unwelcoming. I remember a particular caller who seemed genuinely interested in discussing credit card benefits. After nearly 15 minutes of conversation, they abruptly ended it with a laugh and a “just kidding!” leaving me feeling foolish and disheartened. Experiences like these built a lasting aversion to sales, shaping my initial career choices and steering me away from sales-related roles.

A New Chapter at GrowBIG® Training

Thanks to my role as Chief Operating Officer (COO) at Forte Labs, I had the opportunity to attend Mo Bunnell’s GrowBIG® Training in Atlanta, described as “the most comprehensive business development training in the world.”

With no prior exposure to the materials, I dived in with fresh eyes and an open mind. Ironically, I hadn’t fully realized that “business development” was essentially a nuanced approach to sales. This oversight played to my advantage, allowing me to approach the training without the usual apprehension I felt towards sales. It contributed to a genuine openness in my learning experience, where I was able to engage with the content free from my usual biases against sales.

Connecting Theory with Practice

The first day of the GrowBIG® Training immediately captivated me with its scientifically-backed methodologies. We explored a study that was not only seminal but also a familiar anchor in my academic journey—Edwin A. Locke’s “Goal Setting and Task Performance: 1969-1980.”

This research, which I had extensively cited in my Ph.D. dissertation, underscores how precise and challenging goal-setting can significantly enhance engagement in business environments.

Encountering this familiar research in a new context helped dismantle my reservations about sales, making me more receptive to the training’s innovative approaches. Discussing Locke's work bridged my academic background with practical business development strategies, revealing how integrating client-centric strategies and behavioral economics can lead to ethical and effective sales outcomes.

Challenging Old Perceptions

Throughout the training, I grappled with my preconceptions. Each session pushed me to question why certain sales concepts made me uncomfortable and what might change if I embraced these new methods. For instance, the module on “Create Curiosity to Increase Engagement” was particularly challenging. The module advocates for leveraging the intrinsic power of curiosity to attract attention and build momentum. It suggests unfolding stories over time, introducing cliffhangers, and expressing personal curiosity to spark engagement.

At first, I struggled with this approach as it seemed counterintuitive to my direct style. The idea of intentionally withholding information to create curiosity felt uncomfortable. I’m accustomed to transparency and providing all necessary information upfront. However, the training emphasized that creating curiosity is not about manipulation but about pacing the information flow to enhance engagement and retention. The module taught strategies to break down a longer buying cycle into discrete, engaging interactions that make decision-makers eager to proceed to the next step.

This concept challenged my traditional approach to communication but also opened my eyes to the potential of using curiosity as a tool to keep discussions dynamic and interesting. While I’m still adapting to this method, I see its value in making interactions more memorable and effective.

Key Takeaways and Continued Exploration

One of the most impactful insights I gained by the end of the training was from the module on “Building Powerful Habits.” This section of the GrowBIG® Training emphasized the crucial importance of developing consistent habits to ensure sustained growth, even during busy periods. Just like maintaining physical fitness, the training taught that consistently engaging in productive activities, no matter how small, is far more effective than intermittent efforts.

The principles outlined provide a clear framework for integrating effective habits into any area of life:

• Establishing Clear Plans: Understanding the essential components that make any plan robust and actionable.
• Evaluating Current States: Learning to assess the status of any ongoing project or relationship to identify areas for improvement.
• Setting Future Goals: Envisioning an ideal outcome for any endeavor and setting realistic objectives to achieve that vision.
• Developing Strategic Actions: Crafting detailed action plans that align with both short-term tasks and long-term goals.

These structured approaches not only help in maintaining momentum but also in deepening engagements and improving outcomes in any aspect of personal or professional life. Implementing these habits allows us to weave growth activities into our daily routines effectively, ensuring that we’re continually moving towards our targets without feeling overwhelmed.

These insights are particularly valuable as they provide a systematic approach that can be tailored to fit within any busy professional’s schedule, ensuring that we continuously cultivate and expand our capabilities, much like how a gardener tends to their plants. This proactive and habitual approach to personal and professional development promises to transform how we handle growth, making it as routine yet essential as our daily morning coffee.

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Every challenge we face is an opportunity for growth

Although I’m not yet completely at ease with sales, my mindset is evolving, and my toolkit is expanding.

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Systematic Minds Want to Know

Now, I turn the questions to you:

• What is your ‘sales’?
• What professional topic makes you uncomfortable but could potentially unlock new opportunities if approached with an open mind?
• How might challenging your current perceptions in this area lead to personal or professional growth?

I invite you to share your thoughts with me by replying directly to this email. I can't wait to learn about your experiences!

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