Changing minds is a net negative
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I got into it with a close friend. Something political. I don’t even remember the topic, just that I was sure I was right. I sent him articles. He replied with a link to a YouTube video and doubled down. I got frustrated. And we both walked away annoyed. A week later, we met for lunch. This time, I didn’t come to change his mind. I asked: “What got you thinking about it that way?” He told me about his hometown. Suddenly, it made sense. Everyone looks at life through a window. Some windows are fogged by pain. So when someone says something that doesn’t make sense to you, it probably does make sense to them. They’re not being difficult. The goal isn’t to clean their glass, You don’t have to agree. That’s how conversations shift. |
Josh Braun
They say: “We’re already using [Competitor].” Most reps try to handle this.But it’s not an objection.It’s the truth. No matter what you sell, people are already getting the job done with something else. Instead of handling, try this: "How's that been working out for you?"“Sounds like you wouldn’t change a thing.”“Sounds like it’s checking every single box.”“Seems like [Competitor] has been perfect.” Now you’re not handling.You’re aligning.You're not convincing, you're understanding. And if...
The biggest problem with online courses? You watch videos… and then you’re on your own. But learning isn’t about watching. Learning is about trying. Learning is about asking. It’s about being able to ask a human your specific question and getting a specific answer. That’s why when you invest in Poke the Bear: Cold Calling, you’re not just getting videos. You’re getting access and help from me. Asynchronous support. Ask your questions. Get feedback on your talk track. On your objections. I’ll...
We expect too much from prospects. That they’ll show up for meetings. Reply to emails. Do what they said they’d do. When they don’t, we take it personally. We spiral. What if you lowered your expectations? Not your effort. Not your standards. Your emotional investment in how things should go. Stop expecting people to hold up their end of the bargain. Only showing up. Being humbly curious. Illuminating potential problems. Detaching from the outcome. Doing your best. Forgetting the rest. When...