The Power of Habit by Charles Duhigg
The Power of Habit is a great self improvement book, a must read for those looking to take control over their life. The book goes into details and gives actionable steps to understand and change habits to further improve. The book applies to all walks of life whether a banker, farmer, weightlifter or salesman the book is a must read.
Our brain uses habits as a shortcut to save effort. The brain recognizes a cue to go into automatic mode which then leads into the routine and finally the reward. These habits often create cravings in our mind that are oftentimes unaware to us.
Duhigg goes on to explain that to create new habits you have to follow the 3 steps of: 1. Put together a cue 2. Routine 3. Reward. To change a bad habit you must use the same cue and provide the same reward but change up the routine.
A great first step is to start small. We’ve all heard that before but in terms of really taking advantage of this book small wins (Duhigg calls Keystone habits) beget more small wins. One example, he brings up is going to the gym or a daily gathering of like-minded friends – to help find the strength to overcome obstacles
Willpower comes and goes. We’ve all been lying on the couch convincing ourselves that we’ll go to the gym tomorrow. However, working on will power will allow you to successfully create all the other habits you want to have. Take responsibility for your willpower and habits, don't slip back to old ways because you blame exterior factors and take control!
Another great idea that really works is to surround yourself with people who are trying to form the same habit you are. Whether it be the gym, healthy eating or a successful team member this will allow you the support at work and at home to continue with those goals of yours.
How this relates to sales: A similar theme emerges from the extreme ownership book by Jocko. There will always be numerous negative outside influences that pull at you but at the end of the day you must own your shit. An unhealthy dessert or a long work day will always be present but building up healthy consistency habits will help you beat those influences.
The number one complaint is people do not prospect enough. The small funnel leads to smaller opportunities in the seller pipeline. This could be from lack of discipline around cold calling and outreach. I would recommend tackling cold calling every morning at the same time. The manager can even block off the time (i.e Super Tuesday calling block) no excuses. Set a minimum on calls and emails that need to be hit and provide a reward (shoutout for most meetings set, 10 min break, dunkin donuts order, etc.)
Cue - Same time every day
Routine - calling
Reward - 10 min break
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