Will a mindset shift produce better performance in your sales team?
Let’s get into the WIN room.
On today’s episode of Closing Time.
Thanks for tuning in to Closing Time, the show for go to Market Leaders.
I’m Val Riley, head of marketing for Insightly, Unbounce and LeadsRx.
Today I am joined by Jaime Giglio.
She is founder of the WIN Room, a firm for coaching leaders, sellers and teams.
Jaime, so excited to have you on that show.
I’m so excited to be here. Thanks, Val.. All right.
I’ll let our viewers know that I went down a bit of a rabbit hole when I found out
we would have you as a guest, and, so I want to start out by asking
why sales leaders should work on the confidence
level of their sales reps and why is that important.
Okay.
So knowing how to understand ourself and sell ourself is the foundation.
And so if you don’t fix that, first, everything else, it
it impacts everything else.
So it is critical.
And it’s also something
that’s not really talked about like we say or get out of your head.
You need to have confidence.
But like that’s a skill.
Like it’s it’s it’s it needs to be a skill that’s focused on and and so,
the more that we, we see that when we focus there first
and then give them the, the skills on top of it, it’s exponential growth.
So I, I said, I went down a rabbit hole.
I did watch your TEDx.
It was so impressive.
And I’d really like
to spend our time together today touching on the topic that you covered.
And it’s about the WAR room versus the WIN room.
So can you start by just defining those two states of mind?
Sure.
And most people who are listening,. I mean, they know the WAR room
and they probably have maybe a WIN room, with their sales teams
and their organizations. Right.
The WAR room was traditionally the place where when you go to,
you know, figure out the deal, strategize on what to do next.
But when I talk about the WAR room versus the WIN room, the first place for that
is it basically every moment of the day, we’re living in one of two rooms
in our head.
So on one side is our WAR room,
and, that’s where we work against results.
Or in this context, we’re working against revenue.
It’s where we doubt ourself.
We self-sabotage, we focus on our weaknesses.
We compare ourselves to everybody else.
It’s all this resistance that we get stuck in very easily
and so easy today, specifically with social media and everything.
And when we’re in that space, we’re not effective.
However, on the other side is what I call our WIN room.
Our WIN room is where we focus on what I need.
That’s what it stands for.
It’s where we’re clear in our,
strengths, our values, our direction and what we want.
WAR room, what we don’t want.
So we what the goal is, we want people
to spend less time in the WAR room, more time in the WIN room.
And the challenge with this is, and why this is so important
is because we are wired actually to anchor in the WAR room,
and it’s an intentional practice to stay in the WIN room.
We have about 60,000 thoughts a day.
I don’t know if I’m going to surprise you with this.
We have about 60,000 thoughts a day.
And for us, over thinkers, maybe more than that.
But about 80% of our thoughts are negative.
80% of our thoughts that we have a day are negative.
And to compound that,
90 to 95% of our thoughts
that we had yesterday,
we’re going to have again today.
So we as humans and this is like if you’re a human,
if you’re breathing, living, breathing,
this is how we get caught in these loops.
And so and we’re unconscious, but we’re not aware of it.
So the intention around when we think about building confidence,
building about self-awareness, it’s about going from being unaware to aware.
And that’s the process.
That’s the skill building of moving from the WAR room
into the WIN room and teaching someone how to notice it.
So yeah, so when we can do that, every bit of that matters.
And so we’re spending our reps or people on our teams are going
from losing you money in the WAR room to making you money in the WIN room.
So it occurs to me is that WAR room is a mindset, right?
If you’re a sales leader and you might say,
okay, the numbers aren’t where we’re going to be, where we want them to be.
So we’re going to spend some time on some training, right?
We’re going to train on cold calling.
We’re going to train on challenger selling.
But I guess you would contend that as long as your reps are in the WAR room,
none of that training is really going to stick.
Yeah.
And it’s it’s it’s really about uncovering what the person needs.
And so we, you know, we talk about performance is personal.
Everybody is an individual.
And so and they have their own individual
challenges and things that are holding them back.
And so a lot of trainings are one size fits all.
And so when it’s one size fits all right, it really doesn’t fit anyone.
So what we want to do
is really get specific and understand, like, what is the thing that is, you know,
helping the person to understand what is the blockers that they have.
How do we figure out what that is and then set a shared goal
on, you know, what do I need from them from a number standpoint?
What do they need?
What do they need?
And getting them super clear because most people what happens.
And I’ve worked with oh my gosh,
I work with so many salespeople and so many sales leaders.
What happens is most of them are just like they
they say they’re dissatisfied and they’ll say they’re dissatisfied.
But when you ask them what their goal is or what is satisfaction,
they don’t have a definition.
And so the thing that, like the three things
that get us trapped in the WAR room are comparison
head trash,
and lack of clarity.
So we don’t have a specific yeah, we don’t have a specific sales goal,
but we don’t know what we want and how that ties into it.
So how do we how do we move with intention every single day?
So I talk with and I talk with sales leaders and and and the,
the the people that I coach. I talk about your real AI.
Your real AI in what
how you embody it is your aim and your intention.
It’s what are you aiming at?
What’s your intention in everything you’re doing?
What’s the direction you’re going in and how do we tie that in?
So we want to get help
our sellers to really own it
and understand themself and like what’s getting in their own way
so that then that other training, you know, what they need can stick.
But until you get that foundational piece set, it doesn’t stick.
Got it.
So let’s talk about getting people to stay in that WIN room.
You say you have some tips there.
Starting with understanding your value.
Yeah.
so the like the WAR room doesn’t go away.
This is what I talked about in my Ted talk.
It doesn’t go away right.
It’s the it’s the noticing when you start to go down that spiral
and catching yourself.
So you’re like you might do it multiple times
and you catch yourself, you’re like, nope, not going in that direction.
Bring yourself back.. You catch yourself again.
And so it’s a practice.
So it’s not that we we it we have to notice when we,
we start to think negatively about ourself or question
or but the more time, the less time
we can spend there, the faster we can catch it, the more we can fix it.
So it’s this noticing first to normalize it
because as I said, if we’re humans, like we have all these head trash normal, so
we’re noticing it, we’re normalizing it, then we’re neutralizing it.
And to neutralize it you have to then have understand,
you know, what the the direction you want to go in.
So tied to that is a combination of understanding what are your values?
And I don’t mean your company values,. I mean your individual core values.
What do you value as an individual specifically and why do you value that?
The more that you understand that and have clarity around that.
This is like the first exercise we do with clients.
I do with clients, so that they can make decisions
that are tied to their core values so they can make better decisions.
So, some of the tips is knowing your values, knowing your strengths.
So everybody has, like I say, a winning formula and everybody is different.
You and I have different winning formulas because we’re different people.
So the key is, is to identify what your strengths are,
what are the things that, you uniquely are good at.
Now the challenge with this is, is
we are actually conditioning wired
to minimize our strengths
and maximize our weaknesses.
So this is just our baseline.
We just because what happens is and this happens to you too, Val,
this will happen anybody is we don’t capitalize on our strengths
because we think everybody can do it.
And it’s not true.
It’s because easy for you, it’s a strength for you.
So you sort of are like, yeah, everybody does that.
But actually how do we pull that out of you?
So I always say is like, you can’t see the picture when you’re in the frame.
So we have to pull it out of you.
We pull it out of you so we can see your strengths.
You data like a whole process around pulling this data out of you.
How people see you, how you see you using assessments to understand your strengths.
So we’ve got your values, your strengths and then your goals.
Where specifically do you want to go?
When we have that and we’ve identified it,
we can spend more time focused on that.
Jaime, you say noticing your WAR words is key.
Can you talk a little bit about WAR words?
everybody has them.
And I’ve done this with executives.
I’ve done this with so many people.
And it’s always the same, right?
Like mine is that I’m not smart enough.
That’s the thing that I always will go to.
And it’s like the
but then it’s like, no, the evidence over here says that’s not true.
I had it,
I had a doctor that I did in one of our sessions,
and I was a doctor and a CMO, and they were paired up.
And after the session, the CMO came up to me and she was like,
oh my gosh, guess what?
My person, my partner is like more where it was, where words was
wasn’t smart enough.
Right.
So it’s not like so noticing your WAR words, right?
You’re normalizing them
and then you’re anchoring over here and your WIN words, which is again
your your AI, your aim and intention, your strengths, your values.
And then defining both of them so that you can make the decisions ongoing.
And I mentioned this in my Ted talk.
But like having a tactic, to be able to catch yourself.
So when you catch yourself, one thing I do is like, I wear a bracelet
I have to send you one.
This is a WIN bracelet.
Actually, one of them, and I have them for the guys, too.
The guys love them.. They love to give them their kids too.
But a WIN bracelet.
So you, like, remind yourself when you say that.
That head trash.
Like when you’re catching yourself, you snap it.
Or you could do something like this.
Like a tag, like, you know, here, and then you’re going to go over here
like you catch yourself doing it and nobody knows you’re doing it.
But these are just a couple of practices.
They take time. Right?
But it’s about owning it, embodying it, and then being aware,
going from being unaware to aware.
And that’s how you can be more intentional in how
how you’re moving in, every moment of the day.
And for those listening, this is where you go from losing money
to making
money, not productive to productive.
This is the foundation.
I feel like this is all, just a repetitive practice,
as you mentioned, where once you get into the,
the habit of it, you might be less and less likely to let yourself go over
into that WAR room.
Right, absolutely.
And part of the practice is being in the practice.
So we talk we’re talking today specifically about starting here.
But the next step is then sort of your first step is understanding yourself.
The second step is understanding others.
And so the practice is in how you are then taking everything you’ve learned.
You’re WIN room, you’re you’re WIN words, everything you want to do
and then using those in your practice in your conversation.
So client practicing it in correct client conversations,
practicing it in when you’re talking with leadership,
it’s about building that confidence because you’re now using
all the information that’s in your WIN room to lead yourself.
I call it like your leadership language.
So once we have all that data and all that information, this is where you play.
And the more you practice in it, you say, wow,
that, you know, that conversation was different.
The person the idea then is like
you’re using these words with intention.
And our goal is to make people memorable.
So our reps are leaders, memorable.
So people listen
because again, we’re not going down the rat hole here.
But like 75% of what we say is not heard
because we all speak from our own.
So that’s the second part of it is then how are we have what I call,
the new ROI, which is return on interactions.
How do you how do you hit the mark,
make money versus lose money in every conversation?
The only way to have a strong interaction
is you have to have a strong sense of self.
And so this is how when are the people that, go through the WIN room?
They show up with more confidence, clarity, presence.
They’re memorable and it’s the hack is the life hack
is it’s because they’re being more of who they are
and not
who they’re they don’t want to be. I love that tip.
Like, what’s a trigger moment?
You know, so for me, it might be as I’m about
to walk in the door of the boardroom for like, a quarterly meeting,
maybe for a sales rep, it’s when they’re about to pick up that phone
or for a sales leader, or they’re about to have a one on one or whatever.
Like in those moments, really focusing on staying in the WIN room.
Yes. And you have to trick because what happens
is that 90 to 95% of like how we’re why like we’re just in these loops.
It actually it’s thoughts and feelings.
But what ends up happening is it’s a feeling.
We get so conditioned and we get addicted to our negative thoughts.
Like this is like. I said, we could go on and on about this,
but we’d actually get in the habit of do it wrong.
So when we say we don’t want to do that, it’s like we automatically feel it.
So we have to trick our brains.
And so a tip for that before you walk into a sales call
or you walk into a meeting, is you feel nervous.
And so instead what you do is you say, I’m really excited.
I mean, you don’t have to say it out loud.. You can if you want in the bathroom.
Like, I’m really excited, really excited.
So but you could just say it inside or like in the car before you walk in,
you can say it in your head, but you just say, I’m really excited.
I’m really excited because nervousness and excitement are the exact same emotion.
Nervous is WAR room, excited is WIN room.
So we trick ourselves to then be like, okay, I’m present.
I’m excited. I want to be here.
And so the way that we do that, right, like that’s just a little hack,
for what to do when you sort of get yourself,
there
before you walk in.
All right.
I’m going to think of you the next time. I walk into a actually, it’s next month.
So it’s coming up pretty quickly.
You’re going to be like, I’m so excited.
I’m so excited!
I do feel like we could talk for hours.
I want to let folks know if they are interested in your TEDx talk.
We’re going to put the link in the show notes because like I said, I watched
it went down a rabbit hole. Really found it engaging.
Where can people go
if they want to learn more about your firm or your coaching services?
Sure. Well, you can find me on LinkedIn
or you can go to my website, the WIN room.com.
Yeah. But yeah, reach out to me.
I’d love to hear from you and hear what resonated.
So now I want to ask you
the one question I ask people at the end of every interaction.
Right.. Because we’re having an interaction here.
What was most helpful that I talked about?
Was there anything that stood out to you specific specifically?
I think what we just covered where if you’re feeling nerves, nerves
and excitement are so similar and that you just need to tell yourself,
hey, I’m excited and that’s going to put you in a positive
mindset versus letting yourself feel nervous.
And that puts you more in the negative mindset.
So I think that’s going to be my big takeaway.
love it, and the reason why I ask this is always is like,
this is, a little hack is because a lot could be said in a conversation,
in a sales call and as, as a leader when you’re presenting to people
but you don’t know, everybody listens from their own background.
So when you understand and ask that question, it helps you anchor
with what that like what was the thing that really resonated.
And so for you, it was a specific practice that you could apply.
Moving forward.
And so I now know more about you.
So if I’m like selling to you or if I’m trying to lead you,
I then know the next interaction
and the things that I want to use with you or need to be like that.
They need to be specific tactical, practices.
What a great way to end a sales call.
Even like hey what was the most.
You know,
you could definitely get people talking and get people to open up to you that way.
So I do love that tip.
I hope some of our sales leaders and sales reps will take that one.
Yes, they should use it in their one on ones.
They should use it in their team meetings, the end of their team meeting everybody.
What was what stood out most? What was most helpful?
We talked about today get everybody to give their feedback
because that is it’s it’s it’s it’s rewiring them.
And then your understanding and getting that data back.
Awesome.
All right.. I feel like that’s a great place to stop.
Thanks for joining us, Jaime.
And thanks so much to all of you for tuning in to Closing Time.
Remember, you can get this episode delivered right to your inbox.
Just click the link in the show notes.
We will see you next week.
