In a recent blog, I shared how Daniel Coyle, author of The Talent Code, highlighted the powerful “windshield effect” – that even a short connection with a role model can improve our belief that we too can excel at a very difficult skill. This has significant implications for our enterprise sales and negotiation ability...

This week I had the honour of interviewing Don MacPherson for the Enterprise Sales show podcast channel. Don is an internationally recognized mind coach who has unlocked potential within elite sports professionals from the fields of Formula One racing, Rugby union and even a Wimbledon tennis champion. Don is a warm and practical guide, who also helps members of the public with their anxiety and performance challenges.

He shared his view on the noise presented by accidental hypnosis, when previously speaking with Clyde Brolin author of 'In the Zone': ‘Ask my wife, Jane, to play tennis and she will politely decline. She’ll say, “I can’t play tennis! I don’t have an eye for the ball or any hand-eye coordination.” But if you gently pry as to why she holds such a view, she’ll say it must be true because, “Everybody has always told me I am hopeless at tennis.”’

‘If you dare to go any further you might enquire who this everybody is. You may know a few: mothers, fathers, grandparents, friends, teachers… They are Jane’s “everybody” and probably yours!...

I can relate to how Jane bought this external information. I know during the earlier stages of my career I did not trust my own instinct, yet trusted my line manager’s judgement much more. In turn, this left me vulnerable to his suggestions and manipulations. I was frustrated but was not sure how to overcome it.

I recall a late-night conversation with my late father who told me, “You have earned the right to use your intuition, as you have made plenty of mistakes.” I am sure here was a backhanded compliment there somewhere if I look hard enough…!

However, I do know one thing about myself - when I get frustrated, I get very curious. So, I started exploring, reading articles, books, and watching videos on how to deliberately build my intuitive muscle. During this process, one of the key accelerators was the body of work from The Times journalist and former UK No 1 table-tennis player, Matthew Syed. In particular, his ground-breaking book ‘Bounce’:

One insight stood out above all others for me:

“There are apparently no limits to improvements in memory skill with practice…its promise that anyone can achieve the same results with opportunity and dedication.”

I thought, if there are no limits to a seemingly “natural talent” and “innate trait” like memory skill, trusting your intuition is like any cognitively complex skill, it is improvable with deliberate practice.

I invite you to filter the information coming into your mind, to challenge the hypnosis from external sources and your own self-talk.

Ask yourself: Does this language enable me to live the life I want and to have the career fulfilment I desire?

Why not create the opportunity to enhance your skillset, right now?

As remote working has become the ‘norm’, one of my executive clients was looking to improve a key leadership skill – candid and thoughtful communication with his team. I know from experience that expanding self-awareness is the key first step to developing this skill. So, I invited him to use a simple framework. Before any vital conversation, check his mind-set and self-talk:

What is the specific purpose of this conversation?

Where is my mindset right now?

Where does my mindset need to be for optimal conversation? (Being open, flexible, and resourceful is a good place to start)...

If you want to take your career to the next level, as well as improve your skills in Enterprise Sales, please contact me at [email protected]