By Nick Brzozowski
“There are two parts of your brain that can be used when talking with someone.” Matthew Thomas was answering a question everyone in the room wanted to know. During his seminar on sales, someone asked what to do if someone doesn’t see the problem the same way you do.
His insight from brain science actually touched on the heart of sales.
He explained that a salesperson needs to beware of losing their cool. Sometimes, we switch to the part of the brain that is used for crises (the lion is in the room), when we need to remain tapped into the more critical thinking part of the brain.
What is the difference between rising anxiety and a calm, thoughtful mindset? Intent.
If salespeople want to be successful, their intent must be to serve people and not to get a paycheck. The sale isn’t about survival. It is about adding value to the other person.
Isn’t that why people are suspicious of salespeople? It usually isn’t a positive thing when someone says: “What are you trying to sell me?” So often, sales causes people to question intent.
But, what if you are trying to “sell” something that in today’s culture already puts up defenses: Jesus and church?
In the last three months, I have talked with several people who have had bad experiences with Christianity. I am sorry that the movement I am a part of has contributed to people being hurt in so many ways. But, nonetheless, I believe that having God and Jesus and a faith community will bring great value to your life.
Every day, I need to remind myself and recalibrate my heart that I am not starting a church for my own ego or survival, but simply to help people.
How much less pressure would you have? How much more meaningful would you work be if you started each day reminding yourself of your intent?
“Do nothing out of selfish ambition or vain conceit. Rather, in humility value others above yourselves, not looking to your own interests but each of you to the interests of the others.” (Philippians 2:3-4).