The other week, I jumped on the phone with a guy named Paul.
He’d told me, ‘Look, I really don’t know what I’m on the phone for. I’m not looking for anything.’
But within about 15 minutes, that changed. (In fact, he’s now a client.)
The reason such a powerful change happened on this call is because I didn’t rock up with any agenda.
I think that having an agenda is one of the biggest pitfalls many business owners fall into... especially when things are tight money-wise.
They rock up thinking ‘I’m going to close this person’... and they’re so pigeon-eyed focused on what THEY want, they don’t spend the time to actually become curious about what they’re actually dealing with.
So with this guy Paul, I said to him, ‘Well yeah, you’re right. I might not be able to help you. But let’s just have a chat and see where it goes.’
I was completely fluid, just letting the conversation take us wherever it needed to, and looking for signs along the way of where Paul needed to go.
To use a fitting metaphor, it’s like you need to have the attitude of a Brazilian Jiu Jitsu fighter.
Brazilian Jiu Jitsu is very different to other fighting sports. Where sports such as boxing or kickboxing are very much about attacking, Jiu Jitsu is more about being fluent and going with the flow of energy from your opponent. So if your opponent throws a move at you, the looser you can become, the more you are able to use their strength against them.
I see sales very much the same. If we go in with an agenda, we’re already buying into a series of beliefs and assumptions that may or may not true.
Whereas when we enter a sales conversation purely coming from a place of curiosity...if the person’s the right fit, there’s going to be signs – and it’s your responsibility to show them what they need to see.
Obviously, the door swings both ways - if they’re not the right fit, that’s going to show up too, and it’s your responsibility to not sell them into your offer.
But if you go into each sales conversation in an attitude of curiosity, with no agenda except exploration, and the attitude of going with the flow... you’ll be amazed at what you discover.
There’s something that happens within that quantum energetic space, that when you’re having a conversation fully in the present in a spirit of curiosity... anything that’s standing in the way shows up.
Try it on your next sales call... or you could even try it on your next conversation with your partner, friend or employee. Just be curious, and watch where the energy goes...