1. You realize that something isn’t right. You’re doing what the sales trainer said to do, you’re following your bosses’ system… but something feels “off” and you can’t quite place what it is. Almost every salesperson in the world is at this level.
2. You realize you are being lied to in code. You start to realize that your leads and prospects are often getting rid of you with half truths like “Send me more information.” or “Sounds great. Let me take it from here.” Or “Call me back anytime on Friday.”
3. You realize that they lied to you because they felt pressured. This is a more profound realization than it may seem to be. Most sales training gives us the impression that prospects are merely being “resistant”, “difficult”, “stubborn”, “dishonest” or “lazy”. They are simply giving us “objections”. But what’s not mentioned is why they are doing these things. We’re told that they are trying to push us away – but the truth is they are pushing back against the pressure they are perceiving or afraid to get from us. This realization is the heart of UTG. This understanding explains so much of the prospects behaviour that, until now, has simply seemed “difficult”.
4. You realize that you were the cause of that pressure. If you are at this level – you’ve likely listened to at least some of the UTG material but you haven’t actually committed yourself to learning or applying it. But you are now starting to see your own role in it.
5. You begin to catch yourself pressuring people and you immediately correct it. In first phases of level 5 you are shocked at how much you are using pressure on prospects to get the sale. But you are now noticing it as it happens and stopping it. This catches them entirely off-guard. After all, every other sales-person pushes harder at those moments. But you are backing off. You are immediately rewarded with a sense of relief from them – and more honesty.
6. You become masterful at diffusing pressure when it arises. At this point, you almost feel excited when a client starts feeling pressured – because you know how to handle it. It no longer phases you if a client gets triggered or starts to misinterpret your actions based on painful past experiences. You feel unflappable. This makes you far more attractive.
7. You become masterful at creating spaces where pressure very rarely arises in the first place. You realize that so much of the pressure comes from them seeing you as a salesperson. At this level – you become incredibly creative at looking at what you do before and after the “sales conversations” you have with your prospects and removing any pressure from those aspects as well.
8. You begin to question the entire notion of “pressuring people” to do things -- and now you include yourself amongst the people you are no longer willing to pressure. You likely find yourself more relaxed. At this point, you are likely beginning to notice all the ways that you’re no longer pressuring your friends or family – and you notice how much happier they are to be around you. You feel more at ease – more comfortable in your own skin.
9. You do all of the above and you catch pressure arising within yourself and diffuse it there first - you notice that you’re getting almost no pressure from outside. When you first approach this level, you begin to feel appalled at yourself – you can barely believe all of the ways you are pressuring yourself to get the sale. You realize that this underlying desperation has been the root of your problem all the time. You see how much of your sales work has been controlled by fear.
10. You cease to even feel pressure inside. It’s no longer a conscious effort. It’s who you are. You feel zero fear about making cold calls or approaching people about your business. You become a pressure free zone. You feel really at ease in your skin now. You feel excited about every conversation because you know that your agenda isn’t to sell anything, it isn’t to make them like you, it’s to get to the truth.
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