ray dalio

I’ve followed Ray Dalio for many years and this is one of his cornerstones to a successful life.

Pain + Reflection = Progress

You need to go through bouts of pain and then add the element of reflection to the mix in order to grow to the next level.

As I pondered this more, I thought about my sales career and the sales professionals I’ve been around. We were always taught, as many in sales are, to find the “pain” with the prospect. Pull out the “pain” and you’ll be able to help them realize where you can help them.

But how many times do we take our own medicine? 

A virtual show of hands… How many people have figured out where their “pain” is in their sales process or career and worked hard to improve that area?

I didn’t think so. I’ve been bad in this department as well.

What we found that “works” is solid and we continue to use it over and over. Same pitch. Same play. Same song and dance.

When have we stepped outside that comfort and got really nervous or awkward or silly in order to improve? 

Maybe an SDR is struggling to get the right messaging on prospecting calls. When was the last time you did a role play and got really uncomfortable? When was the last time you actually asked a prospect what they thought of your approach? When was the last time…(insert your own curiosity)

Maybe it is someone that gets nervous with large groups in presentations. Instead of continuing down that road, have you considered Improv classes? Toastmasters? Volunteering at an event where you are thrust into speaking in front of people? Again, insert your own question here.

We are really good at getting to the “pain” of our future clients but have an extremely difficult time putting ourselves in that painful situation to improve first. 

It sucks but it’s the only way.

My question to leave you with is this…

What one thing can you do this week to feel some pain but know that it will push you forward to new heights?