Sales Tip 1877: Ditch the Stick: Becoming Successful Through Joy – Kelsie Neibel

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes in form of a clip from my most recent interview on the Sales Success Stories with Kelsie Neibel. Listen to this.

This is such a positive motivator, and it drives me crazy when I say I don’t see this as much. I mean, this is so 20 years ago. And I hope that it’s less of a thing. But I remember sales managers getting excited when people were taking on significant debt. I want you to buy a big house, an expensive car, a boat, something, because the idea was like, oh, that’s going to motivate you.

You’re going to need to make more money to pay for this stupid thing that you don’t need versus how much more motivating is it of now? I have a human I need to take care of. That’s an asset, not a liability if we’re thinking in those terms. So it’s a more positive thing. And again, it’s that abundance and sort of positive psychology level of motivation rather than fear of, oh, no, I won’t be able to pay my debts.

Kelsie Neibel: Yeah, it’s the old carrot versus stick analogy. Yeah, I think I grew up with a lot of stick. I just kind of thought like, if I just push, push grind. Yeah, like you said, take on a lot of debt, that’ll be real motivator. But you know what that does? It just makes you white knuckle life. Like you’re gripping the steering wheel and you get all caught up in the scarcity thing and then you start future tripping. And I don’t think it’s productive to being a successful seller or a business owner. And here’s why.

Actually, the psychology of it, Scott, is that when you’re in fear, you cut off all the ties to how you create. And honestly, when you’re in creator mode, when you’re in that flow state and you’re solving problems, you can’t be anxious, you can’t be in fear, you can’t be in this depressive state because your brain can’t do both. It’s either wired for creativity or you’re wired for fear. It goes back to that love and fear thing. And the fastest way to shut off love creating is a derivative of coming from a place of craft and joy and love. And if you cut that off because you’re coming from a stick perspective, like, I’ll just work my ass off to do it, you might get the result. I’m not saying it’s not possible, but you’re going to be exhausted. That’s where burnout comes from.

As a mom, that was another thing that kind of got activated was just this inherent feminine side of wanting to take care of my baby and also myself, which all ties into how much I can create and keeping the lines open to like, I’m so excited. I had a call the other day and someone was like, I just wish we would have seen more from you. I’m like, what do you mean? I’m just getting started. You should get so excited for the next six months because it’s going to blow your mind. And I just choose to sit at that. Vibration versus this lack. It just doesn’t help me create. It doesn’t help me serve.

It’s not helpful as a mom. So I completely agree with. I think we should focus on the carrot. The stick is great and the stick is needed sometimes, I will admit, but the carrot is a really fun place to sit with. And it’s all back to that whole, like, how can we just keep things in a positive space? Because when you’re in a positive way of thinking, you can unlock different levels of creation and I think that’s a beautiful way to sell.

Scott Ingram: For links to connect with Kelsie and to this full interview, just click over to DailySales.Tips/1877. Once you’ve done that, be sure to come back for another great sales tip. Thanks for listening!