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

Don't miss our weekly sales tips!

Sign up below to get weekly tips from Donald on how to build a healthy sales pipeline and convert 2x as many deals!

The Sales Evangelist

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.

About the Author The Sales Evangelist

Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth.

Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.

Leave a Reply

Your email address will not be published. Required fields are marked

{"email":"Email address invalid","url":"Website address invalid","required":"Required field missing"}

LinkedIn Prospecting Made Easy!

5 Simple Ways to Landing Appointments on LinkedIn, Even If You Don’t Know Where To Start!

LinkedIn Prospecting on Laptop

TheSalesEvangelist.com needs the contact information you provide to us to contact you about our products and services. You may unsubscribe from these communications at anytime. See our privacy policy for terms and conditions and to learn how we protect your data.