Internal Idea Gatekeepers – Here’s what to do when you run into one

I was in a conversation with Babette Ten Haken, Nancy Nardin, and Tim Ohai and, not surprisingly, it was about sales, plus working with lots of different types of people and organizations.

Someone mentioned “idea gatekeepers.” I’d certainly give them credit if I could remember who said it (I know it wasn’t me).

A Thought Provoking Concept.

I’ve been thinking about the concept ever since  – both internal and external idea gatekeepers. Today let’s focus on Internal Idea Gatekeepers.

When looking at decision making in sales, your prospect must have three things available to be engaged;

1. Available brainpower
2. Time to do something about it, and
3. Money to spend.

Internal Idea Gatekeepers

These are the gremlins in our own heads (and our prospects’ heads) that stop new idea acceptance.

Notice I didn’t say “agreeing” with the new ideas; I chose the word “accepting” purposefully.

Prior to either agreeing or disagreeing with a concept, philosophy, theory, or even a piece of factual information:

• The brain has to be open
• Emotions must be settled down
• Attention must be paid, and
• There must be acceptance.

When an internal idea gatekeeper hasn’t unlocked one of these areas, there really isn’t a way to agree or disagree; because the new thing hasn’t been given any true consideration.

It’s like a 6-year old saying “I don’t like guacamole,” to which a parent responds “but you’ve never even had guacamole.” There is no acceptance of the new food idea, and no consideration given to trying it out.

It’s like the internal idea gatekeeper keeping brainpower behind lock and key. 

Finding The Key

Bypassing your own internal idea gatekeeper is simpler than it is to find the key to unlock someone else’s!

I didn’t say EASY… I said it was simple.

Here’s what I mean, based on my list above:

• If the brain has to be open, then practice acknowledging that you have heard and understood, without necessarily giving your agreement.
• If emotions must be settled down, then remember that emotional intelligence is tough yet a hundred percent within your control. Start by identifying what riles up your emotions.
• If attention must be paid, then focus and eliminate distractions when you are talking with people. This includes shushing the voices of your self-talk.
• If there must be acceptance, then accept that they have a point of view, without needing to agree or disagree with it.

Unlock Using Questions

As for the internal idea gatekeepers you find in someone else’s brain when presenting new ideas to prospects and customers, treat it like an objection. Acknowledge you’ve heard them, tell a story about the scenario, and ask an open ended question to keep the conversation going.

‘Til next time….
Lynn

ps. Have you met an internal idea gatekeeper? Do you think these techniques would work? Drop me a line and let me know.