A sales coach demonstrates how to shift a prospect's perspective during a call using mindset techniques. The speaker uses metaphors like being stranded on a desert island and climbing a mountain to help people see their situation differently and move toward their goals.
This is hard, and I understand that. Okay, so we're going to validate their feelings and then we're going to do a reframe. Okay, so now let's just say you're on a desert island and you were surrounded by water. You know, a little island, and you've got 17.1 nautical miles around you of water. That's where you can see on the horizon. If you're at sea level, like, that's your whole world. So every single decision you make is based on that. The fact that you're surrounded by water on a little desert island and you can keep walking around that island forever, it's never going to change. That's just what you can see. But in order to kind of see the world for what it is and get the perspective that you want, you have to be on top of the mountain. Like, how do we get there? Like, what are the steps that we need to take to get the perspective that we want so we can see the wall for what it is? Step one, we got to put on the boots, buy the ticket, or we got to start walking. We got to pick a direction. Like, we have to make decisions and we have to start moving forward, essentially. And so, like, I suppose, like, what do you think you need to help yourself kind of fit the perspective, because people only lose weight when they start making decisions as if they're already fit. People in business only start becoming successful when they make the decisions that a successful person make. So if the decision making process that you're using has led you to be where you are, how do we put you in a sit where when you go to bed tonight, you know that you're doing everything that you can to get where you want to be.
