Do you remember learning how to drive? And most importantly, learning how to parallel park. It was probably the hardest part of the driving exam for me.

And maybe for you or maybe it wasn't a requirement when you

cut your driver's license.

My point here is that parallel parking is counterintuitive, meaning that intuitively when we want a parallel park, we just pull in head first and then back up.

But when we try that, it doesn't work. You're too far from the curb and you can't

adjust the car to line up with the curb and stay out of the street.

It's counterintuitive.

So the way they teach you how to do it is to pull up

parallel to the car or the space in front of you and then back in and then pull forward.

And this alludes a lot of us. We don't believe it. We don't want to believe it. We want to

stick with what seems natural to us. This explains so much of sales and certainly cold prospecting and especially when I've been teaching it for 12 years now that everybody follows their intuition.

They naturally do.

And when it's something that's counterintuitive, they first go into denial.

No, no, no, that's okay, I'll do it my way.

And then their way doesn't work.

But they still rather do something that they're comfortable with that doesn't work

versus something they're uncomfortable with that does work.

And how do we handle this in other professions?

You want to become a carpenter, an electrician, a plumber.

There's a internship, and your mentor doesn't allow you to do what is intuitive.

They tell you how to do it properly from the beginning and they understand it's not going to feel natural to you, organic. It's not going to flow for you.

Organic. It's not going to flow for you. But it's the right way to do it. It's not my way of doing it, it's what works. And this is something that we fight.

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