Why is it so tantalising to put off the right thing till tomorrow?
Deep down you always know what the right thing is…
- Make that call that is likely to be a tricky conversation rather than catch up on your emails
- Coach rather than tell
- Go for a walk rather than sit at your desk all day
- Eat something healthy rather than cake or chocolate
- Start your blog or podcast rather than planning the perfect first edition
Instead, we put it off till another day and resist the right action today.
It would be much easier and more honest to tell yourself you simply don’t want to do it and leave it at that. Holding onto a dream of what you would like to do without the commitment to do it leads to disappointment, low self-belief and feelings of failure.
Or you may go for the soft option…the reasons and excuses that make it impossible for you to do this. This lets you off the hook and allows you to feel better about yourself but instead, you feel resentment for the things or people you are blaming. It also leaves you powerless with a story that there is nothing you can do about it.
Resistance is a curse that sends you into a never-ending spiral of dismay.
Stopping the Spiral
Firstly, you have to admit that you are in a spiral. Own the fact that you are looping around and around something you would really like to do and yet you are resisting taking any meaningful action.
Secondly, you have to establish the importance of doing this thing, whatever this thing is. Is it essential in your life, career, relationship?
If it’s not essential or maybe somebody else’s ‘should’ then simply let it go. Decide that you’re NOT going to do it.
If it is important and you know deep down it’s the right thing to do then you’re ready for the next step.
Thirdly, you must come up with your first step. Keep it as simple and easy as possible. The purpose of this action is to get you off the starting block and on your way.
Keep in mind that you don’t need total confidence in the entire journey…just in your next step.
With each step comes an evaluation that could easily change the step that follows. You won’t know this till you are on the journey.
As soon as you take your first step you have interrupted the spiral you’ve been looping and move yourself to a more positive place.
How about your Sales Team?
This will also be a pattern for your Sales People. You know for sure there are sales activities that they resist. They are looping and unless you get them out of it, they will continue to do so.
Follow the steps above to get them out of their spiral and into their Learning Zone with a small and easy step that they feel comfortable to take.
Coach them through each phase so that they can create their own first step and support them through it.
The last thing you want in your sales team is resistance to sales activities that increase sales success. Eliminating resistance and a greater desire to grow is essential for their evolution, your culture and your sales!
Until next time,
Leigh 😊
PS If you need help eliminating resistance in your sales team, do get in touch!
Thanks for the great image Reid Zura 😊
