Have you ever been totally stuck without a clue about how you're going to handle a challenging situation? I've been there a thousand times. You'd think that after all these years in this business, I'd finally have it all figured out.
Not a chance. Everything keeps changing — customers, technology, what you're selling. It's endless. You can never know it all.
Early in my sales career, I bumped into a thinking strategy that I still use to this day. Whenever I'm stuck, I borrow someone else's brain.
I can always tell when it's time to do it. I'm flailing, thinking, "OMG … I don't have a clue what to do here."
Then I catch myself, take a deep breath and think about who might know how to handle the situation. When a name pops into my mind, I simply ask myself, "What would Trish or Dave do right now?"
Believe it or not, when you tackle a challenge from this perspective, your own brain is capable of conjuring up ideas and answers it could never have thought of on its own.
