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Cutting Through Roadblocks To Change

by on
in The 60-Second Sales Seminar

What happens the first time you try a new selling technique? It's usually uncomfortable and doesn't go as smoothly as it did in the seminar or how you imagined it would go. Often it results in a less than satisfying outcome. There are physiological reasons for this discomfort and awkwardness.

When you see or hear something new, your brain goes through a conscious process of evaluating whether that new behavior has any potential payoff, and you form an expectation of what might happen next. It's the "self talk" we all do to weigh the pros and cons, and then comment (to ourselves) on how the new idea is like, or not like, something we already know about (whether good or bad).

At the same time, and at a much faster rate, our brain performs a self test to see how well this new idea would fit with all the pre-existing patterns in the subconscious part of our brain. If there is a conflict, we get an uncomfortable gut feeling or he...(register to read more)

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