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

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

Related Articles:

• Persuasive Techniques: To Get What You Want Offer Value First
• The Secret Persuasion Techniques to Making People Like You
• Steven Sisler Helps You Know What Makes You—and Your Prospects—Tick

Listen To Previous Episodes of The Sales Podcast

Links Mentioned In The Sales Podcast

• Check out Dr Susan Weinschenk's free video courses
• Listen to her Human Tech podcast
• Read The Team W blog
• Order her books
  • "100 Things Every Designer Needs to Know About People (Voices That Matter)"
  • "100 MORE Things Every Designer Needs to Know About People (Voices That Matter)"
  • "How to Get People to Do Stuff: Master the art and science of persuasion and motivation"
  • "Neuro Web Design: What Makes Them Click?"

Market like you mean it.
Now go sell something.