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Sales + Inbound Marketing + HubSpot

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

Posted by Wes Schaeffer | May 07

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

Stream below or right click here to download the episode. 

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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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Links Mentioned In The Sales Podcast

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Topics: The Sales Podcast, Publicity, Podcast, Inbound Marketing, Susan Weinschenk

Written by Wes Schaeffer

The Reassuringly Expensive, Ruthlessly Pragmatic pig-headed entrepreneur dedicated to discovering proven, transferable, effective tools for creating inbound sales so he can help you automate, integrate, and dominate your niche.

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Is Selling Harder Than It Should Be?

May I share a little sales wisdom with you?

As long as you remember that there's a scared, tired, worried, anxious, frustrated, hopeful person on the other end of the email, phone call, social media post, webinar, or letter who just wants help with what you offer, you'll be fine. If you'd like to discuss your situation with me to see how I might be able to shorten your learning curve or accelerate your growth with your CRM, your sales processes, and/or your marketing just click here and pick a time to chat. ~Wes

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