I believe in Habit. I believe in having habits just for the sake of having habits.
I like going to the gym. Not because I really enjoy straining and sweating on grimy machines to an odd mixture of Christmas country songs and ESPN but every morning that I drag myself out of the bed, is a day when I strengthen my habit of staying healthy.
But beyond creating healthy heart habits, I believe the power of habit could easily applied to Sales. The concepts that we discussed in class, such as attunement and buoyancy, can be best integrated into real life scenarios by first establishing them as habits.
I like going to the gym. Not because I really enjoy straining and sweating on grimy machines to an odd mixture of Christmas country songs and ESPN but every morning that I drag myself out of the bed, is a day when I strengthen my habit of staying healthy.
But beyond creating healthy heart habits, I believe the power of habit could easily applied to Sales. The concepts that we discussed in class, such as attunement and buoyancy, can be best integrated into real life scenarios by first establishing them as habits.
In the book, Duhigg identified the three elements of a habit: cue, routine, and reward. For example, buoyancy could be developed by establishing this habit.
Cue: Got a no.
Routine: Explaining it to yourself as temporary.
Reward: Positive self-esteem.
What do you think? What are some effective habits you could establish to make you a better salesperson?
BoweryJE22
Great post. This sounds like an interesting book, i’ll have to check it out.
Relating to sales, I think a great habit to get into is practicing sales whenever the opportunity arises. Obviously, don’t be obnoxious about it but there are plenty of opportunities to practice selling every day. Whenever you invite your friends on an adventure, ask someone to study with you, or propose an idea for world domination, you have an opportunity to “sell” yourself and/or your idea. If you get into the habit of practicing sales on a daily basis it can go a long way towards improving your skills.
Love this Chloe! I’ve long been fascinated by the way in which habits can make or break our lives. I’d say I should read the book but I’m happy with your synopsis.
Duhigg’s three elements make a lot of sense in light of the way in which our brains are wired. I appreciate how he delineates the habit cycle and labels the first part “cue.” I believe a lot of the work involved in creating habits comes where we build a pathway of association in our mind – through repetition – between a given situation and what our response should be.
I know that for me selling is not my first response to most situations, but it could be! I just need to build that mental pathway, so that I respond to the cues of opportunities for selling. Then it will come more naturally.
I think the concept of habits translates especially well to sales. In extremely difficult situations, if you are trained in your behavior, you will overcome those difficulties. The key lies in the training, and in forming good habits. If firemen didn’t train for extremely intense situations, they wouldn’t be prepared to battle raging fires when they arise. Likewise, if we don’t form good sales habits, we might take shortcuts, or in an intense moment forget something that habit would otherwise ensure occurs.