What is cognitive behavioral therapy… and what on earth does it have to do with sales leadership? In this episode of Sales Lead Dog, host Chris Smith talks with Jeff Shore of Jeff Shore Sales Training about how he uses this powerful psychological technique to help salespeople work through discomfort before they ever speak to a potential customer.
Cognitive behavioral therapy, or CBT, is a technique where you train the mind through practice and repetition to overcome uncomfortable feelings. It’s often used to treat addiction — but Jeff uses it to treat our collective addiction to comfort. As Jeff says, “The destination called mastery is on a road called repetition, and there are no shortcuts to that.” As painful as it can be to spend time practicing and working through discomfort before you ever hit the sales floor, when you build that mind and muscle memory, you are setting yourself up for success.
Watch or listen to this episode:
In this episode
From looking at CRM like an airplane pilot to trying to make everything just a little bit easier, this episode is chock full of practical, easy to implement techniques that will transform your sales experience, whether you are a sales leader, entrepreneur, or just starting out in the industry.
- “If you fail in a coaching environment, you get better. If you fail on the field, that’s costing you money.” (13:35-13:39)
- “The destination called mastery is on a road called repetition, and there are no shortcuts to that.” (14:53-15:01)