The Skill of Calm
Calmness is a skill that requires extensive training to cultivate in the heat of the moment.
Calmness is a skill that requires extensive training to apply in the heat of the moment.
I mean, what would you do if a 235-lb, 27-year-old “Beefy” (that’s my son’s nickname at our Jiu-Jitsu gym) young man put his hands on you with the skills, ability, and desire to break your arm, choke you unconscious, and see to it that you don’t eat solid food for the next three months?
If you had asked me this on Jan 26th, 2017, as a 235-lb, 46-year-old “Beefy” older man, I would’ve said, “When I see red, bodies hit the floor.”
On Jan 27th, 2017, after getting manhandled by a 165-lb, 66-year-old purple belt in Brazilian Jiu-Jitsu, I realized I was not all that and a box of crackers.
Granted, if we were allowed to strike, I could’ve come out on top of that encounter due to the massive size and age difference, but I realized, immediately, the power of training in a martial art.
Now, when a beast like this approaches me, I remain calm.
That’s because I spar with partners like my son 3-5 times a day, 5-6 days a week, since Jan 27, 2017, and I know how to handle myself.
I know the rules of the game. I know the most common approaches my partner can take, and I have developed reflexes to (usually) handle the surprises.
Let’s change the scenario:
How do you react when your pipeline is looking rough...or when a receptionist asks, “Is he expecting your call?” or your prospect says, “Thank you for your presentation. We’ll be in touch.”?
In BJJ, when we ask these sorts of questions, “How do I escape being mauled by this guy in this position?” my instructor replies, “Don’t get into that position.”
He’s half-joking, but fully serious.
Great BJJ competitors are probably better at not getting into bad spots than putting their opponents into bad spots.
Ditto for great salespeople.
There are only 3-5 real objections a prospect can give you.
To be shut down by “Is he expecting your call?” or “Send us some information” or “We’ll need some time to think it over” tells me you are dabbling in sales.
Humans are more predictable than a computer or AI agent, but only if you know and apply the correct prompts at the correct time, at the correct intensity.
Correct prompts are exactly what we cover daily in 12 Weeks To Peak™. 12WeeksToPeak.com
It comes in two flavors:
Small groups of 12 or
1-on-1
If you’d like to discuss these, pick a time here.
Once you complete a 12 Weeks To Peak™ program, you can join The Whisper Dojo for ongoing coaching and support.
But 12 Weeks To Peak™ is hard work.
You won’t like me some days.
You might even hate me some days.
But at the end of the 12 weeks, you’ll love me because you’ll love the results, and you’ll love who you’ve become.
Hit me up if you’d like to discuss it.
Market like you mean it. Now go sell something.
~Wes