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What Do Navy SEALs and Top Performing Sales Reps Have in Common?

Top performers in any profession (in both civilian and military life) have a strong command of their internal dialogue.

However, in civilian life we rarely have to confront our internal dialogue (our "self-talk").

Switching on a webcam or video camera is one of the few instances where we do.

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This is why sales reps that are already at the top of their game are the first to adopt video email. As opposed to sales reps with lots of room to improve -- who you'd think would be searching for new ways to close more deals!?

For years this has baffled me—until now. 

Take Back Control

It's become so clear. Top performing sales reps already have a strong command of their internal dialogue. It's the reason they're successful in the first place.

And while switching on a webcam or video camera might be intimidating, they're willing and able to step up to the plate.

So if you're not using video email, when there is irrefutable proof that it will enable you to close more deals, the only logical reason is your internal dialogue is sabotaging you -- and it's time you take back control

I've told you my story in the video above. How I still, after almost a decade, have to wrestle my internal dialogue into submission to get in-front of the camera. 

It's my hope we can share our stories -- on how we get into the zone when that little red recording light comes on.

Are you not sending video email messages? If so, what's holding you back -- what's your internal dialogue saying? If you are -- what's your internal dialogue saying to you?

Take the One Week Challenge

PART ONE

Commit to making one video each morning, right after you wake up, and another right before you go to sleep.

You don’t even need to send it to anyone.

In the morning, record a one minute message summarizing your goals for the day with bedhead and all. At night, summarize what you achieved, what you didn’t achieve and why…in your PJ’s if you want.

PART TWO

Leading up to making each daily video, jot down what your internal dialogue is saying.

What excuses are you giving yourself to not complete the task? What’s your internal dialogue saying while making the video email message, and afterwards as well.

See if you can go one week straight, making a video at the beginning and end of each day. If you do, you’ll be one step closer to taking control of your internal dialogue and closing more deals with short engaging video email messages.

P.S. In the book “Unbreakable,” the author Tom Shea talks about walking for 24hrs non-stop, never stopping for more than 10 minutes at a time. It took him 3 attempts. The third time, he was walking in snow. As his feet swelled, his internal dialogue started telling him he would damage his body and never be able to walk again. Yet he triumphed with no permanent injuries. It sure does put committing to making one video each morning and night in perspective.

About the Author William Woodward

Will is the Managing Director of jiveSYSTEMS and creator of the Digital Handshake™, a digital version of a time-proven tradition that turns tedious follow-up into a closing conversation. Will’s a hands-on guy, with a decade of experience enabling sales teams to leverage video. Will's an instant catalyst for positive change, once you get to know him, you’ll completely understand why.

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  • Great post Will. Something to really think about.

    Considering the many ways video email’s help cut the sales cycle.

    In my case, it’s been a slam dunk sales tool almost every time I use it.

    On my sheet of reasons why I’m not shooing and sending videos emails or posting to a blog, f/b page, YouTube, etc, etc is a big fat list of nothing. Because in all truth, as I though about it, there is no “valid” reason why I’m not ding the above, even if I suck

    If I did write anything, it would not be a reason, only an excuse.

    The truth and solution for me and possibly others can be linked to a paragraph right in your blog post.

    “So if you’re not using video email, when their’s irrefutable proof that it will enable you to close more deals, the only logical reason is your internal dialogue is sabotaging you — and it’s time you take back control.”

    My internal dialogue has only been giving me “excuses” and that’s what Ive been producing lately “excuses”

    This reminds me of what an old man said to me one day, a long time ago… “You can have excuses, or You can be successful, but you can’t have both.”

    What’s the logical next step?

    • Will Franco says:

      Hi Lawrence, thank you for sharing. The key is figuring out the reason for the excuse. Listen to your internal dialogue at the moment you feel you should make a video email message. For example, it’s 6:20AM right now. I’m supposed to make several video email messages this morning but have a 7:30AM scheduled with a trainer at the gym and then a 9AM – 11AM conference call, followed up by an 11AM – 11:45AM meeting. My internal dialogue is saying “I need a cup of tea and want to eat some breakfast. Let’s make thoses video email messages after lunch.” In this instance, hunger is going to get the better of me. But after lunch, it’s time to step up to the plate. By logging what my internal dialogue is saying to me, by writing it down, I sort of corner myself and the excuse turns into a challenge. Give it a go! You might find it’s a challenge, you might find you’re left wondering what to say, or searching for who to send video email messages too. Let me know. And I’ll work through it with you.

  • Hey thanks for the quick reply Will.
    That sounds like a great logical next step.
    I’ll use the paper to log my self talk, then set a shout time frame and action plan that forces my to go on and create something to email or post.
    Even if I don’t have any one-off emails to send out, I should be able to come up with something to post on my Web site, f/b page or my YouTube channel.

    You know something Will, it already feels good getting these thoughts out of my head and onto this blog. It’s like I’m not alone anymore and someone understand and wants to help.

    Thanks Will. You’ve always been there.

    • Will Franco says:

      Hi Lawrence. Happy Thanksgiving BTW. I just updated the post with a exercise that’s ideal for you. Take a look and give it go. Feel free to email me privately after two weeks and we can jump on the phone and discuss where you’re at. Chat soon.

  • Steve Silver says:

    Hi Will, timely video as I’m the king of procrastination (regarding video). Always learning from you. Also, you might enjoy the recent book “438 days” about a man’s true story of his survival at see after being adrift for 438 days. After reading that, I figured if he could do that then I could make a little video. But your coaching is the tipping point that makes the difference. Thanks!
    Best regards,
    Steve Silver

    • Will Franco says:

      Hi Steve. Happy Thanksgiving! Thank you for the book recommendation — it sounds like it’s on the wave length of the current focus on my studies. re: Procrastination. The first step is bring what your internal dialogue is saying into your awareness, at the times you want to put things off that you know you should be focusing on. The second step is to take control and rewrite the script. Be well. Chat soon.

  • Bob says:

    Must be a great book as you are the second or third time I’ve heard about it in the last week or so.

    How are things in Panama? Anything new to add to what you’ve already said about living there?

    Thank You,

    Bob

    • Will Franco says:

      Hi Bob, yes “Unbreakable” is an great book (it feels true to the author as well — not edited / trying to be politically or socially correct — I enjoy that as it feels real). Lots of news from Panama. I’ll be publishing an update in my personal blog soon.

  • John Walters says:

    Thanks Will…but yes you are an athlete with all those tri events you do down their on Panama. Since one of your previous vlog posts about where to place yourself in the frame (1/3) I am evermore thinking about that when I do my videos, look at yours and others. I recently closed a big case with my video email follow-up and thanks for the constant encouragement and reminders. John

    • Will Franco says:

      Hi John, “athlete” I don’t think 5Ks and sprint triathlons count, but I’ll take it 🙂 Framing yourself in the left or right third of the shot really does put the view at ease. And I’m happy to hear you close a big deal with a video email follow-up! Have a wonderful weekend.

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