Category Archives for Habits

TSE 684: Sales From The Street-“Why Don’t They Do What They Know?”

Here’s a self-check question for you: What don’t I do what I know I should do?

Today, I’m sharing with you the concept behind this.

You know how to do cold calling. You know how to prospect. You already know how to utilize LinkedIn. You’ve probably learned something about social selling. Or you’ve listened to podcast and webinars. You’ve watched training and read books. And the list goes on.

The content is being delivered. No doubt about that. It’s going to the source. It’s being understood and it’s being grasped by the most part.

But here’s where I see the problem lies…

They lack habits.

The Fast Brain

They don’t have it ingrained in them. It’s been proven there are two sides of our brains – a fast brain and a slow brain.

Daniel Kahneman describes it in his book, Thinking Fast and Slow that we our fast-thinking brain makes up our subconscious. It does things on its own like when you get up in the morning and you just automatically tie your shoe without really thinking about it anymore.

Moreover, Charles Duhigg writes about building a habit in his book, The Power of Habit. Again, we make use of our subconscious mind and do the things we do without thinking.

For instance, you’re driving home without using your map because you don’t need it. It’s just a part of you. It’s something you already know.

This is the reason Steve Jobs wears the same style of shirt and jeans over and over. He doesn’t have to think anymore. Why waste brain power in that?

The idea is to build those habits.

The Slow Brain

Now the slow brain is the cognitive part of thinking. When somebody gets on the phone and asks you a question, you’re trying to figure out what to say next. Sellers may stumble if they’re not as educated as a seller.

Examples of this include doing your taxes or building a deck in the backyard or you’re researching something.

You’re thinking.

You’re forcing your brain to do something you don’t normally do. And sometimes, we go back to our way of doing things because we follow old habits.

So when sellers go through all this training, our slow brain says yes, we’re going to do it. It does make sense. We write it down. We understand the process and strategies. This happens on a Friday.

Then Monday comes. We go to the office. We go to the coffee machine or the break room. We go to our desk. We see our emails. We go back into our same old habits.

Basically, everything we learned on Friday is totally gone. Out of the window!

Build Habits

The key is to build habits. You have to build habits with your sellers.

When looking into training programs, make sure it’s not just a one-time thing. But it’s something that will help them over a considerable amount of time for them to be able to change their habits. Or in a way that they learn things bit by bit through the slow brain process.

With my clients, I give them a six-week training. Then they get enrolled into TSE Hustler’s League so they can digest more content. After which, they familiarize themselves over and over. Soon, positive habits begin to form. And the culture begins to change.

Essentially, our fast brain begin to pick up these ideas and these become habitual for us.

Why People Struggle to Do the Things They Already Know:

1. No daily planning.

Some of the main areas where sellers have the biggest difficulties with in terms of the things they know but still don’t know it – is with the daily planning. They go out and just wing it. Follow an effective sales process. Help them follow a process that helps build habits for them.

2. They don’t have a how to their why.

Sure you know your why, but without knowing how to go about doing that, your why becomes useless.

Agree? Say amen to this episode and send me a text message at 561-463-2531.

Episode Resources:

Tired of PowerPoint decks? Use Prezi Business and your presentations will never be the same.

Join the TSE Hustler’s League.

Thinking Fast and Slow by Daniel Kahneman

The Power of Habit by Charles Duhigg

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

The Power of Habits, Frank Gibson, The Sales Evangelist, Best Sales Podcast

TSE 461: What Salespeople and Entrepreneurs Can Do To Form New Successful Habits

The Power of Habits, Frank Gibson, The Sales Evangelist, Best Sales Podcast Human beings are creatures of habits, which can either help us succeed or fail. But the key is to make sure you form good habits in order to be successful in your career and life in general.

My guest today is Dr. Frank Gibson is going to share with us great insights into understanding more about habits and how you can build habits that are going to help you become an awesome sales professional.

Dr. Gibson is a successful businessman and is also a successful medical practitioner and science researcher. He has appeared on over 50 television and radio shows in Europe and the US.

Here are the highlights of my conversation with Dr. Gibson:

Dr. Gibson’s coolest sales experience when he was the customer

The Power of Good Habits

  • Most people dream about what they want but that remains a dream or they fail.
  • Habits are founded on COMMITMENT and DISCIPLINE
  • Commitment moves us into action.
  • Discipline is what makes us successful in life

“It takes years to develop a good habit but only one second to break it.” – Dr. Frank Gibson

The Power of Bad Habits:

  • If unchecked, people start to identify their lives by their bad habits.
  • Bad habits are not who we are, but a result of not viewing ourselves with the dignity, self-respect, and self-potential we deserve.

Change is possible.

  • People don’t want to face their bad habits but they have to understand that they change is possible.
  • Using your mental ability can help you create good habits.
  • You must also use your passion as your fuel.
  • Set rules of engagement before setting off on these positive changes.

Strategies for setting rules of engagement:

  1. Identify what you want.

Identify what you want and determine what you need to get there. Always know the difference between want and need.

  1. Do a SWOT analysis on yourself.

Determine your Strengths, Weaknesses, Opportunities, and Threats. Get others to do it on you like friends or coworkers.

  1. Get the training.

Suck up on everything you can to fill any gaps that you see on the SWOT analysis.

  1. Take control.
  2. Become aware of what you need to have for a meaningful life.
  3. Don’t be afraid of change.

Be open and fearless of any possibility in your life because nothing is constant in life but change.

  1. Don’t ever be comfortable.

Just because it’s a great passion, doesn’t make it automatically successful.

Be new everyday: “The old dog died last night.”

Develop a habit that every single day, you are re-born. This way, it allows you leave the baggage of yesterday. Everyday is a fresh start.

Dr. Gibson’s Major Takeaway:

Barriers are not obstacles but strategy definitions. Many people are successful because they knew their courage and perseverance were greater than any obstacle. There are only false barriers.

Episode Resources:

Learn more about what Dr. Gibson does and check out www.lastcallprogram.com and download his guide for How Modern Science has Changed Addiction for free.

The ONE Thing by Gary Keller and Jay Papasan

The Power of Habit by Charles Duhigg

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

Habit, Donald Kelly, The Sales Evangelist

TSE 442: The Power of Habits For Sellers

Habit, Donald Kelly, The Sales Evangelist

In today’s episode, I’m going to share with you some insights I’ve taken from a book I’m currently listening to on Audible which has revolutionized the way that I’m thinking and performing in my business now. And hopefully, it would do the same for you too. The book is called, The Power of Habit by Charles Duhigg.

  1. We are all creatures of habits.

We all operate based on the habits we create, good or bad. Therefore, we need to be conscious about it and be able to establish good habits.

  1. Make your bed in the morning.

This could be a part of your process to help you to become more productive in the sense that you’re fulfilling tasks. If you can at least do this, you know you’ve done one thing great for the day. This then kicks off your habit of accomplishing things and the other goals in your life.

  1. A lot of people don’t know they have bad habits.

A lot of people don’t know they have habits and that they have bad habits that they just continue to work with those bad habits. So they continue to get frustrated because they seem to always get crappy results without knowing why.

One common bad habit I see among companies is that sellers are being given tons of different tasks and responsibilities. Because sellers are loaded with tons of different tasks and responsibilities going to different directions, they’re not able to establish effective habits. They go around and think they’re doing stuff when in reality, they’re not.

What sellers should focus on:

  • Find leads
  • Convert leads and prospects into buying customers
  • Maintain the account with their customers
  • Get referrals
  • Take care of service issues
  • Make sure they find more business
  1. Find the simplest habits to accomplish your task.

If, for example, your job is to close the business, find out the 5 things you need to do to accomplish that job successfully.

Find the process and develop the process to make you very successful in doing those five things.

Figure out the cues and understand the habits you need to do for your role. Focus on roles and focus on a few habits which you need to master on.

  1. Eliminate or change bad habits.

Checking out Facebook or other social media can become a distraction and this can turn into a bad habit that you need to break.

Today’s Major Takeaway:

Don’t overwork your sales team with thousands of tasks they need to accomplish. Let them focus on the things that matter the most. Find those bad habits and fix them while fine tune good habits and optimize on the them.

Episode Resources:

The Power of Habit by Charles Duhigg

15 Secrets Successful People Know About Time Management by Kevin Kruse

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

Donald Kelly, Sales Habits, The Sales Evangelist, Planning

TSE 422: Building Effective Sales Habits

Donald Kelly, Sales Habits, The Sales Evangelist, PlanningEver wondered why your productivity levels are fluctuating periodically? Well, oftentimes, we are all governed by habits. Whether good or bad, productive or not, they could either help you increase sales or decrease sales – your choice.

Personally, I have transformed my habits to help me improve my performance and grow my business. In fact, I deleted my Facebook app on my phone and guess what?

The world did not come to an end!

So today, I’m sharing with you some tips and tricks to help stay focused and become more productive through building effective habits.

Strategies to get yourself organized and increase productivity:

  1. Get rid of distractions.

We all can get distracted easily. Start eliminating the things that were not being productive.

What I’ve done: I deleted the Facebook app on my phone. This way, it got difficult for me to have access to it since I have to go to my browser to access it which is annoying.

  • Look at the apps you use the most.
  • Look at certain triggers that tend to distract you from what you should be doing.
  • Schedule when you want to check social media. (ex. 15 mins)
  1. Turn off phone notifications.

The influx of text messages or emails can become unruly that this could get you easily distracted too. So change your phone settings and turn your notifications off. If there is something important, someone is going to call you. Focus on things that matter the most.

Your immediate Call-to-Action:

  1. List down everything you’ve done (morning till evening) on paper and write down the time it takes for you to do each activity.
  2. Time your activities with a stopwatch to see how long it took you to do those things. This way, you’re able to plot your schedule out and have more control.
  3. Remove distractions (as mentioned above.)
  4. Set up the time periods that you’re going to prospect. Then prospect. The same with other things you need to do during the day.

Today’s Major Takeaway:

Eliminate the things in your life that do not really matter and that are not going to help you be effective or productive. Time yourself to become efficient in each thing you’re doing.

Episode Resources:

15 Secrets Successful People Know About Time Management by Kevin Kruse

The Power of Habit by Charles Duhigg

Create interactive presentations that customers will enjoy and remember. Get a full demonstration of Prezi Business and see the power it has in action. Just go to www.prezi.com/TSE to help you tell more compelling, value-driven stories to your prospects.

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

Register Today!