Sales is a profession that comes with conflict sometimes. This conflict might stem from negotiations with prospects or dealing with team dynamics. You might also face internal struggles occasionally, wondering if you’re really cut out for the job. Conflict doesn’t feel comfortable, but that doesn’t mean it’s inherently a bad thing. In fact, conflict can be a powerful tool for growth, according to Jeb Blount, the founder and CEO of SalesGravy.com.
Blount says most conflict can be categorized in 1 of 3 ways: me vs. you conflict (disagreements between individuals), me vs. job conflict (situations when your personal values don’t align with your job or tasks) and me vs. me conflict (internal struggles like procrastination or fear of failure).
In this issue of PromoPro Daily, we share Blount’s thoughts on how you can embrace these types of conflict and use them for good.
Watch out for “me-me” conflict. You are your biggest obstacle. Blount says many sales reps know they should spend an extra hour prospecting or get to bed sooner so they can start fresh. However, the fear of failure holds them back. When you let small things slide, they can often snowball. Then, you’ll start to feel guilty or anxious, and this makes you even more emotionally reactive. How do you break free? According to Blount, you need a healthy dose of awareness. He recommends doing something uncomfortable on purpose, like making a tough prospecting call. When you do hard things, you train your brain to seek out the dopamine rush of achieving a win. When you notice you’re procrastinating, push yourself to do the task by saying, “This is hard, but I’m doing it anyway.”
Pay attention to your self-talk. Negative self-talk can quickly spiral out of control. One lost deal can lead you to think you’re not good enough. One difficult call can make you think the prospect will never buy from you. One missed quota can lead to believe you’re going to fail. Remember to speak kindly to yourself, Blount says. Try to let go of your fears and focus on solutions instead.
Turn tension into a win-win. In “me-you” conflict, start with empathy. Recognize the other person’s communication style. For example, if they’re more reserved, ease into sensitive topics. If they’re energetic, be ready for rapid-fire conversation. Blount says even if you believe you’re right in a conflict, try to make a case for the other person’s position. He says it helps you see the flaws in your own argument and fosters empathy.
Seek feedback. When conflict arises, find out what the other person believes. You could ask, “What did you hear me say?” Blount says this clarifies misunderstandings and reduces errors down the line. It’s also helpful to start a tough conversation by reinforcing your respect for the other person. Then, dive into the specific issue or behavior that’s causing the conflict.
Conflict shouldn’t be something to fear but something you use to grow. It all comes down to how you handle it, whether it’s tension with a co-worker or interacting with a difficult client. Instead of allowing conflict to damage a relationship, try refining your technique or mindset to learn from it and level up.
Compiled by Audrey Sellers
Source: Jeb Blount is the founder and CEO of SalesGravy.com. He’s also an author, coach, motivational speaker and successful sales executive.
