Practice The Habit of Creating Trust

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Knowledge stored in the basal ganglia is recalled without a lot of thought or effort. For example, if a prospect asks a tough question, the ‘practiced’ rep delivers a response without stumbling or mumbling. They aren’t sitting in a meeting trying to think of what they should say or do.

Tony Dungy, former NFL coach, understood the power of focus, practice and good habits, which helped his team win a Super Bowl.

He said, “Champions don’t do extraordinary things. They do ordinary things, but do them without thinking. They’re too fast for the other team to react. They follow the habits they have learned.”

Delayed Gratification
This emotional intelligence skill consists of the ability to put in the work to get the reward. In our instant gratification society, salespeople are being taught to expect sales success without putting in the time or work.

For example, building referral partners is a great strategy that produces warm introductions to prospects. The result is shorter sales cycles and increased close ratios. Many salespeople don’t execute this strategy well because it takes time to build a relationship.

Successful salespeople practice the habit of giving in order colombia telegram data to build relationships. They make deposits in their potential referral partner’s ‘emotional bank account’ in order to create trust.

The deposit might be giving a referral, inviting your partner to events, and taking time to educate them on how and why you do business. They put aside their need for instant gratification and do the work in order to earn the reward.

Harness the power of your brain. Focus, practice, and develop your delayed gratification skills.10 Foolproof Tips For Getting Past Gatekeepers
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