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.