Try not to try.

Try not to try.

It’s a paradox in life that often the more we try, the worst things get. We see this is sales all the time. The numbers are down, the edict comes down to sell harder. While sometimes, that is in fact, what needs to happen, sellers are slacking. However, often, the more energy one puts into securing the contract, the more resistance a customer will give. It’s like they sense desperation and get concerned or think they can get a better deal. They panic, the deal dies.

Social scientists are just now studying this concept. The essential idea is our big frontal brain uses too much energy working things out; our best performances come when we are relaxed, in the moment. Unconscious Competence selling.

In “Trying not to Try: China, Modern Science, and the Power of Spontaneity”, Prof. Edward Slingerland, observes we improve and perform better when we let go and just allow things to flow. When we are in “Ouwei”, the state of effortless actions.

AKA a beautiful day of selling.

3 essential factors to align to make this happen:
1. Mindset. Where’s your focus? Understanding or being heard? Selling, or being calm and genuine?
2. Preparation—Own you offer, and your client’s business. Create learning time for both. It opens up the opportunities for spontaneity…and spontaneity comes across as genuineness to your buyer.
3. Practice—Run the meeting in your head a few time…your brain can’t tell the difference and you’ll be calm and present in the moment. Cf #1.

Get out of your own way and go have fun selling. Leaders, this is what a sales intelligent culture looks like. If you and your team are not having fun, something is wrong.

Nothing in the world happens until someone sells something.
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