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How To Build New Habits To Become More Persuasive, Dr Susan Weinschenk

Posted by Wes Schaeffer | May 7, 2018 8:46:01 PM

Can I eat it? Can I have sex with it? Will it kill me?

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Sales Tips you'll learn in The Sales Podcast...

  • Humans are predictable and complicated
  • Great salespeople are good with human behavior and psychology
  • You may have an intuitive sense and are unconsciously competent
  • Humans follow rules of thumb, "heuristics"
    • We don't want to think too much and that's a good thing
    • The human brain only has access to so much glucose so it works to conserve energy
    • Can I eat it? Can I have sex with it? Will it kill me?
  • Look at habits: physical and mental
    • Conditioned responses
    • Easy to create a habit
    • When you react to a stimulus a bit of dopamine is released
    • Take an existing habit and make that response the stimulus for the new habit
    • It has to be something easy
    • Remove the nerves
    • Maybe the first habit is to remove the nerves
  • The more you know about yourself the better the engagement will go
    • Breathe to calm yourself
    • Maybe you need to increase your energy to increase your focus
    • Become more self-aware
    • Detach and notice what went well
    • Have a routine
    • Fear and hope
    • Authenticity helps
  • Millennials don't care how you look just bring authenticity
  • Habit or value-based buying decision
    • There are different parts of the brain that make these decisions
    • They are mutually-exclusive
    • If they are buying out of habit DO NOT introduce anything new to them
    • If they are making a value-based buying decision, help them become confident
      • A single neuron fires to make this happen
      • Give them enough information, but not too much
    • Get the indications from them to determine their confidence
    • ASK THEM! Ask better questions!
    • Close first, then present!
  • One tip: identify one habit you have that is preventing you from having success

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Written by Wes Schaeffer

Wes and his wife just celebrated their 25th wedding anniversary. They have seven kids, which means Wes is motivated to find what works and help you apply it to grow your sales so he can buy diapers, groceries, braces...and bourbon.

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