The toughest coaching jobs are with people who start sentences with “I can’t…,” and “This is always a struggle…,” and “I’m just terrified of….” This kind of self-talk informs behaviors. If your belief is you can’t do it, your attitude is to protect yourself, and your behavior is avoidance. Hence, you never call for the referral or challenge a weak objection from a buyer.
I told someone recently, “You know, you start every other sentence with ‘but’.” He responded, “But that’s an exaggeration, right?”
There are people who try to figure out how to make something work, and others who try to figure out why it won’t work.