Sales Tip 1845: Are You Going Deep Enough in Your Learning? – David Weiss

Scott Ingram: You’re listening to the Daily Sales Tips Podcast and I’m your host, Scott Ingram. Today’s tip comes from David Weiss. David is the CRO of the Sales Collective and founder of DealDoc. Here he is.

David Weiss: What is up Sales Success Society? This is David Weiss coming at you with another tip of the day. You know, one of the things I started doing more often lately is really like, sitting with my emotions. And I don’t know if you all do this, and it’s definitely something that I’ve learned, like I said more recently, but when I’m feeling a certain way, I’m doing everything I can not to react in the moment to that feeling. And I’m just trying to ask myself, why am I feeling that way? And where is this feeling coming from? And what does this feeling say about me? And is this something that I could do something about, and is this something that I should address with the other person and that maybe is causing me to react in a certain way and how should I react to it? And I’m like, talking to all of those things. And what I’m finding when I do that is at times it’s not actually, it’s definitely not someone else’s fault. And it’s not that someone else is making me feel this way. It’s that I am reacting often to an underlying emotion that stems from, you know, my past. And that can be, you know, my recent past that could be, you know, five years, that could go all the way back to childhood.

And I’m really becoming more and more aware of, you know, both the childhood trauma that, you know, we all have likely dealt with in one way, shape or form, corporate trauma that we’ve all, you know, likely dealt with, things like that. And, you know, what we often do as defense mechanisms is when, you know, we have a feeling and that feeling feels like, you know, a feeling that we may have had in the past. We attribute those two scenarios as being equal. And we, you know, almost apply the negativity that we had to the individual or the situation around that feeling and then bring it all the way back and essentially put it on the person or the situation that we’re now dealing with. And that can be very, very powerful in a negative way because the situation you’re dealing with is unique to right now. It doesn’t come with necessarily all the baggage of the past, especially if it’s different people, different situation, different company, et cetera, but we still apply to that. And that can again, be very detrimental to our careers because we’re essentially taking this single point, and we’re piling all this additional irrelevant but still emotionally salient data and baggage to it. And now things are much worse than they seem, and I’m really trying to work hard with myself on that so that I can better rationally deal with all the different things that come at me.

So if this is not a skill that you’ve developed, I highly recommend just sitting and talking and having a conversation with yourself about why you’re feeling the way you’re feeling, because it can often have a big impact.

Scott Ingram: For links to connect with David Weiss, DealDoc and The Sales Collective, just Click over to DailySales.Tips/1845. Once you’ve clicked over there, be sure to click back here for another great sales tip. Thanks for listening.