— Ara, why are they trying to break down that door, but no one is going into this one?
— Because there is the entrance, and here is the exit.Translation Goblin , film “ Two torn towers The text for translation: ».
Imagine you have a store, and in the store, there’s a door and customers. If we try to keep customers by closing the exit, we are, first and foremost, closing the entrance as well. The whole world is woven from opposites. Without light, there is no shadow; without falls, there are no rises. How would we characterize business growth if we had no concept of its decline? What if business were always growing? Should we worry about how a deal closes if deals always closed? How would sellers behave if their deals always went through? Would they be concerned about it or not?
You cannot fight negative phenomena without also pushing away the positive ones, as they are part of a whole. The struggle against organized crime or corruption, the procurement of weapons to counter a potential attack, fighting objections in sales, combating opposition demonstrations, and other forms of struggle or resistance primarily lead to the phenomenon we are fighting against becoming even stronger. Problems should not be addressed by neutralizing their external manifestations, but rather on a qualitatively different level. You won’t achieve peace through armament. Trying to cure a cold with a high fever by swallowing ice will only make it worse, and by implementing a payment system for sellers that is solely based on results, you will eliminate that very result.
In that. посте. I wrote that the main problem for sellers is their desire to sell. Can you attract a water lily by splashing your hand in the water? We all have life experience that when you stop desperately wanting something, it comes to you on its own, like a little dish with a blue rim. Don’t scare the air. Don’t make waves.
If you are a manager and you haven’t prepared in advance… trust you To your subordinates — you are primarily achieving the loss of loyalty from your subordinates. If you… You’re scaring me. If you do that, you’ll find that they will stop paying attention to you or even run away. If you coddle them, they will lose respect for you, not just love. If you constantly control them, you will foster irresponsibility; if you criticize them all the time, you will attract new mistakes. By the way, I wrote about this here. тут. , talking about the “log paradox.”
Is this propaganda of defeatist sentiments and weakness? Not at all — on the contrary. And I will show you why. I hope you will forgive me for using an analogy that, as a nuclear physicist, I find somewhat lacking in liveliness. An atom. The majority of its mass is made up of the nucleus, which has a positive charge and consists of protons and neutrons, surrounded by an electron cloud. Negatively charged particles can easily detach from the atom, ionizing it. In a metal, within its crystalline lattice, negative charges actually float between the nuclei. Moreover, the electron clouds, not the atomic nuclei, make up most of the volume of a substance. The nucleus, while more massive, occupies a negligible volume of the entire atom. From the outside, it may seem that there are more negative charges, but everything positive that we have is more important = greater mass.
How to attract positivity? Be like neutrons. They are always close to protons, not electrons. The best way to draw in positive energy is to maintain a neutral stance. This is very difficult to learn. It’s almost unimaginable to have a phrase prepared for a meeting with a client like, “Well, of course, I would be happy if we could close this deal, but I see that you don’t need it right now.” In other words, yes, there is interest, and it’s not shameful to admit it, but there’s nothing wrong with the fact that this particular deal didn’t go through. Is that a weakness? No, it’s a strength. Only very successful salespeople, who know this deal is neither their first nor their last, can speak this way.
Once, I advised a group of salespeople to be honest with their clients about working on commission. I mentioned this in posts about leads. I’ll tell you. As I advised. The reaction was very prickly: “Just tell our people that you’re making money off them, and they’ll be immediately put off.” My response was, “Excuse me, are you saying that you don’t trust your clients so much that you’re afraid to admit the obvious? How can they trust you after that?” The salespeople paused to think.
In dealing with any problem, it is essential to first adopt a neutral position—a perspective of an outside observer. This approach is beneficial for our nerves, as it is easier to view the situation from a distance, and it also helps in understanding the methods for addressing the issue. When we are immersed in the emotional turmoil of the situation, we tend to see only the external symptoms, and by fighting against them, we only exacerbate the problem. Even if we are not yet aware of the root causes of the issues, maintaining a neutral attitude is already better than struggling against them. By taking a neutral stance, we can identify the true sources of the problems and consider how to address them, ultimately attracting positivity into our lives.