Performance Tips you'll learn today on The Sales Podcast... Clinical Psychologist Psychology of injury rehab Sales support from a medical side Opened his own practice Performance expert How to get the last 1% out of people We're terrified of success." We're afraid of the moment we realize we failed Success is never a conclusion We're good at bouncing back but not pushing the bar? We're not comfortable being in areas we can get exposed If you make the small habits, the big ones are easy "Atomic Habits: An Easy & Proven Way to Build Good Habits & Break Bad Ones" Priming the person to be ready for change People always resist at first Get people to buy into why they need to change Find out what's important to them and listen genuinely Create dissonance Popcorn kerneling (stuck in the back of your teeth so you remember me) Challenge them indirectly Prime the prospect to pay attention to their pain People take a while to open up There is always something back there We're afraid of opening-up We know if we open up we'll have to work on fixing it We think we won't be good enough We think we're coming for help for an "issue" vs. our character You need to see the big picture You're running your own race It's tough to admit "I'm a work in progress" Meet them where they are Take your time to get them to open up We're all in sales all the time Sports coaches have to sell every day (they should immediately hire a PR expert) We're always falling short of our dreams and what we think we can get to But you're getting better every day, so stop being so hard on yourself Life's not fair Not all good people win Not all assholes lose See your struggles and opportunities for what they are and change what you can "Iron Chef" and "Chopped" say "figure it out" Nick Saban connects psychologically with each player as they require He innovates It's all selling and PR Nick Saban was an early adopter of the psychological aspect of sports You can't change people Change yourself Be coachable Want to get ahead Be willing to do what needs to be done and admit you don't have all the answers Nick Saban leads from the front Be expansive The best leaders will have some anxiety/comfort for bringing in the best It's our own insecurities that lead us to throttle our brightest people or to seek all the credit Three levels Present Answer Converse Great people journal every day Don't let your emotion of today guide you Detect trends Follow the greats Success leaves clues Sales Growth Tools Mentioned In The Sales Podcast Get Dr. Bhrett McCabe's books "Break Free From Suckville: How a Simple Mental Change Will Spark Your Performance" "The MindSide Manifesto: The Urgency to Create a Competitive Mindset" "The Game Plan: Managing Your Champ & Chump (The MindSide Manifesto Companion Series)" "Elite Journal: Dr. Bhrett McCabe's Performance Enhancement Manual"

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