Sales and the Coat Rack

Self-talk. We all do it. Some of us louder than others.

I feel liked we have all had those experiences before a big game or presentation where we give the pep talk. “You’re awesome. You got this.” Maybe do a little boxing in the mirror.

But when you are really discouraged, that doesn’t work. When you miss that game-winning block or get some really negative feedback, it can be difficult to believe that “you got this” when the evidence of your ability is overshadowed by a bad experience or a big obstacle. You can say it all you want, but it just doesn’t sound true in the moment. What then?

That is the flaw of the statement. It is like a blank board in your mind that you can’t do anything with. It might support a few things, but in the end it is just a board. But questions- they have hooks. They transform that blank sheet of wood into one covered in hooks of possible answers for you to develop. When you ask “Can I do this?” instead of stating “I can do this” you are forced to answer the next question: “What evidence is there that I either can or cannot do this?” [Well, I had that one bad experience where I missed that block, so maybe I can’t. But I made hundreds of other blocks in practice. I was better positioned than any of my teammates. And I plan to brush up before the next big game.] Now, you have a whole coat rack of reasons that you are able to achieve your goal. And as terrible a metaphor that is- you can understand that questions open doors to possible answers that statements never can . Use Interrogative self-talk before the sale, or whatever you next big game happens to be to help get you become a little more buoyant.