In today’s Expert Insight Interview, we are talking about the concept of preventing bad moments from turning into bad days. Our guest is Michael O Brien, the international speaker and the executive coach on a quest to help one million people have their last bad day.
The conversation explores:
- The survival mode
- The PBR concept
- The peloton
The Survival Mode
The human psyche works in a way that lets just one bad moment dominate over multiple good ones. It happens because we are hardwired for survival, so we pay more attention to threats, and blow past the positive things.
Particularly in sales, it is easy to get knocked off track, as one unsuccessful phone call can ruin a whole day. However, we have a choice of how we look at our days. It is important to accept that these moments will happen, but it’s about shifting the perspective so we can move on to better things.
Pause, Breathe, Reflect
When you get triggered, the PBR concept encourages you to reconnect with your breath, pause for a few moments to breathe deeply, and then reflect on the situation. Try to reframe the situation and think about how this is happening for you instead of to you. Finding some benefit, regardless of how difficult it is, shifts the perspective and helps you move on faster. It shows the world that you are resilient and puts the power back in your hands. All events in our lives are neutral until we label them.
The PBR is counter to our very reactive culture. There is a belief that if you pause or slow down, you will lose status. Instead, slowing down makes you more thoughtful and mindful. When we are not thoughtful, conversations don’t go as well as we would like to, and sale is based on conversing and listening. In today’s very virtual world, any moment of silence makes people uncomfortable, but it’s a skill that we should master. We have some of our best ideas when we get quiet.
The peloton is the metaphor for our personal board of directors. Now is the perfect time for some reflection. It is very important to have the right people by your side. This is the moment to identify who they are and get smart about them because they are the ones who will help you move forward.
These people help you gain clarity, stick with you during a crisis, push you out of your comfort zone, comfort you, and celebrate with you, on both professional and personal level. On the other hand, you can find out that some of the people in your peloton are not helping you, and shouldn’t be a part of it.
John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.