For those who have succeeded, is boxing the right mindset?
I find that boxing is the right mindset for low-thought sales. "I'm going to keep fighting until I hit my quota of 10 gym membership sales for the week."
For collaborative discussions, I find the Judo or Jiu Jitsu mindset more appropriate. If you push, I won't push back, I will pull you in the same direction. If you pull, I won't pull back, I will move my momentum in the same direction.
In more practical terms, it doesn't treat comments like objections, it treats them as suggestions. "Have I thought about market X? Oh yes, it's a very interesting market. Here is what we thought...."
I don't think you're going to get very far with a contentious approach. Really, I think the partners are just looking for thoughtful and considered answers to any objections they raise. If you wanted to use boxing as an analogy: They would be throwing the punches, and you would be standing strong and blocking the hits.
I find that boxing is the right mindset for low-thought sales. "I'm going to keep fighting until I hit my quota of 10 gym membership sales for the week."
For collaborative discussions, I find the Judo or Jiu Jitsu mindset more appropriate. If you push, I won't push back, I will pull you in the same direction. If you pull, I won't pull back, I will move my momentum in the same direction.
In more practical terms, it doesn't treat comments like objections, it treats them as suggestions. "Have I thought about market X? Oh yes, it's a very interesting market. Here is what we thought...."