instant sales habits

content

AUDIENCE

• People working in a sales commission environment, such as real estate agents
• People interested in adopting habits that impact their work results

CONTENT

It’s well understood that sales is a numbers game. You spend the time, you generate the leads, you make the calls. We all know that, but it makes no difference. What makes a difference is good habits. 

And how do you do that? Are some people born habitual? Actually, no. Can you learn how by reading Atomic Habits? Apparently not. 

That’s because knowing happens in the pre-frontal cortex but the action centres are deep within the limbic (emotional) circuitry. 

Action-taking is emotionally driven, and behavior change has only two levers that are not biological: risk and reward. Behaviour science has shown that risk works better than reward, but the coaching world has not caught up on this.  

Risking money or reputation engages the survival circuitry of the brain, and that’s the only network in the brain interested in you taking new action – in this case, doing the work that produces income. We know from neuroscience how to make these behaviour changes stick.

The quirks of human biases provide lots of laughs – more memorable than lecturing about the dopamine reward pathway. 

format

This theme is best delivered as a workshop.

Attendees complete an exercise in which they specify the particular habits they’d like to develop. And I work with them to get them clear.

Close to 100% of people take an action in the session towards the change they want.

Duration: 90 minutes.