Ask these two simple questions to avoid wasting time, money and emotional energy.
There are just two questions anyone need ask to determine whether a statement is valid and worthy of further consideration:
- Is it true?
- Is it helpful?
Answering these questions can prevent you from wasting immeasurable time, money and energy on unproductive conversations and pursuits.
More often than seasoned professionals would like to admit, we humans subconsciously reverse-engineer our opinions from what we WANT to be true – the most convenient scenario for us to live with – and not what the facts suggest is actually true.
For example, we may prefer to believe that “cold calling is dead” and won’t produce results.
The truth is, many sales professionals today rely on cold calling to generate millions in sales.
But it’s not easy. It’s repetitive and involves repeated rejection, sometimes verbal assault.
An experience most people do NOT want to have and therefore hold onto false beliefs about.
Humans are wired to take the path of least resistance.
But that is not the same as the path of greatest benefit.
If you don’t want results, say whatever makes you feel good! YOLO!
Otherwise, nip unsupported arguments in the bud simply by asking “Is that true? How do you know?
Here’s the catch: not everything that is true is helpful.
“You never had to cold call before!”
“We wouldn’t be doing this if you hadn’t lost that big account last year!”
“You’re ugly, smelly and nobody likes you!”
These statements could be true, but they are certainly NOT helpful.
They do not speak to process or outcomes; they only delay, distract and discourage.
A growth-minded sales person in the same position might, instead, ask:
“What alternative strategies did you consider? Why did you choose cold-calling?”
“What results do you expect? Based on what evidence and assumptions?”
“What training, tools and support will we receive?”
This growth-minded sales person could catch their leader with their proverbial pants down:
Maybe they hadn’t considered alternatives – and now will.
Maybe their math doesn’t add up – and now more accurate targets can be established.
Maybe now they will look into resources that will help the team be more successful.
If the leader did do their homework, this sales person will feel more confident about and committed to this new and potentially challenging path.
All much more productive outcomes.