As I started reading Colleen Stanley’s new book Emotional Intelligence for Sales Leadership, I pulled out my dog eared well tabbed copy of her first book: Emotional Intelligence for Sales Success.
One thing that I personally took away is The Knowing and Doing Gap (pg 26).
Partially because I’ve heard “I know that” or “that’s not new” a million times in training I’ve conducted and coaching conversations I’ve had.
The other part – is the number of times I’ve caught myself saying something similar to myself.
Here is what I ask myself… and the people I work with when presented with the knowing and doing gap:
- ok you “know that” – out of curiosity, when is the last time you did it?
- actually most sales concepts aren’t “new” they are being explained a little differently or with a shift in focus – explain how you use ____ to me.
- what would have to happen for knowing how to __________ to turn it into a good sales habit?
- how can you incorporate ________ into your everyday sales conversations?
- why aren’t you ____________?
- what is going to stop you from _____________ when you go back to making calls?
Today – check in with yourself; identify your Knowing and Doing Gaps… then do something.
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