32 Questions
What is the main reason why humans tend to fall into default modes when performing tasks?
They want to conserve mental energy
What is the default mode network in the brain responsible for?
Refreshing the brain during downtime
What happens when we're not paying attention to our bodies?
We default to easier positions
What is the result of default modes in the workplace over time?
Dramatic underperformance
What is necessary to truly connect with a prospective customer?
Waking up out of the default mode
Why does the moose visit the same lush grassy patch in the backyard?
Because it's the easiest source of food
What does the acronym 'HELL' stand for in the context of sales?
Habits, Ego, Lack of knowledge, Laziness
What is the result of repeatedly performing a behavior, according to Charles Duhigg?
Formation of neurological patterns
What is the primary reason newer salespeople succumb to their negative tendencies?
Lack of knowledge
According to David Mayer and Herbert M. Greenberg's research, what drives good salespeople?
Need to conquer
What is the problem with making excuses for underperformance, according to the author?
It prevents taking responsibility
What is the difference between 'attention span' and 'interest span', according to Robert McKee?
Ability to focus versus ability to engage
What is the result of being stuck in bad habits, according to the author?
It becomes harder to change them
What is the author's main concern regarding ego in salespeople?
It prevents them from taking responsibility
What might be a reason for a salesperson's lack of success?
Lack of product or market knowledge
What is the author's advice to salespeople who lose a sale?
Look for ways to improve
What is the author's main message about habits?
They can be changed with discipline and awareness
What is laziness in the context of sales?
A tendency to procrastinate and not bring one's best effort
What is the result of chronic laziness in sales?
Living paycheck to paycheck
What is multitasking, according to Dan Levitin?
A myth with no scientific basis
Why might a salesperson fail to prepare for client meetings?
Due to laziness
What is a common behavior of mediocre salespeople?
Defaulting to laziness
Why might a salesperson become defensive with a customer?
Due to laziness
What should a salesperson do if they lack knowledge?
Seek out information from other sources
What does the author believe about great salespeople?
They commit to overcoming their negative tendencies
What is the author's response to Karen's excuses?
He doesn't respond, knowing she's not open to change
What is the primary goal in the sales process?
To bring our heart into the sales process and really connect with customers
What is the consequence of default-mode behaviors in sales?
Loss of energy and impact in the present moment
What is the purpose of recognizing default-mode behaviors?
To acknowledge and overcome them to improve sales
What is the recommended approach when a customer shares a problem?
Ask questions to uncover why it's a problem
What is the 'biggest default of them all' in the sales process?
Not listening or working to uncover the customer's emotional motivators
What is the first step in overcoming default-mode behaviors?
Admitting to having a problem with default-mode behaviors
Learn how humans tend to take the path of least resistance, just like animals, and how this default mode affects our behavior. Explore this concept through a relatable example and its connection to yoga.
Make Your Own Quizzes and Flashcards
Convert your notes into interactive study material.
Get started for free
