Your weekly dose of Alluviance!
Last week, we dove into "Selling in the Zone," focusing on the craft of sales. If you missed it, it's definitely worth a 2 minute read.
Today, we’re tackling Part Two: the often-overlooked, yet absolutely critical, inner game that makes Selling in the Zone possible.
Last week, we talked about the pitch deck becoming a 'shield' – a wall instead of a bridge. But that shield is just the most visible part of a much heavier, more restrictive suit of armor you’re unknowingly lugging into every sales interaction.
That armor is the biggest thing weighing you down and holding you back from genuine connection and that elusive state of flow with your prospects.
Picture this: you walk into a meeting with a new prospect in a full suit of armor. Is their first instinct going to be to open up with you and be vulnerable or to grab their own sword and shield and protect themselves?
In reality, your armor isn't just made of PowerPoint slides and rehearsed lines. It’s forged from much deeper stuff:
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Fear: Deep down, are you afraid? Afraid of looking foolish, of not having the “right” answer, of silence, of losing control, of being rejected, of simply not being good enough?
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Ego: Is there a part of you that needs to be the expert, to have all the data points, to impress