Understanding Human Default Modes
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Questions and Answers

What is the main reason why humans tend to fall into default modes when performing tasks?

  • They are inherently lazy
  • They want to conserve mental energy (correct)
  • They are distracted by their surroundings
  • They are trying to achieve perfection

    • What is the default mode network in the brain responsible for?

  • Limiting interactions with others
  • Enhancing mental focus
  • Refreshing the brain during downtime (correct)
  • Improving memory retention

    • What happens when we're not paying attention to our bodies?

  • We become more creative
  • We become more productive
  • We default to easier positions (correct)
  • We become more focused

    • What is the result of default modes in the workplace over time?

    <p>Dramatic underperformance</p> Signup and view all the answers

    What is necessary to truly connect with a prospective customer?

    <p>Waking up out of the default mode</p> Signup and view all the answers

    Why does the moose visit the same lush grassy patch in the backyard?

    <p>Because it's the easiest source of food</p> Signup and view all the answers

    What does the acronym 'HELL' stand for in the context of sales?

    <p>Habits, Ego, Lack of knowledge, Laziness</p> Signup and view all the answers

    What is the result of repeatedly performing a behavior, according to Charles Duhigg?

    <p>Formation of neurological patterns</p> Signup and view all the answers

    What is the primary reason newer salespeople succumb to their negative tendencies?

    <p>Lack of knowledge</p> Signup and view all the answers

    According to David Mayer and Herbert M. Greenberg's research, what drives good salespeople?

    <p>Need to conquer</p> Signup and view all the answers

    What is the problem with making excuses for underperformance, according to the author?

    <p>It prevents taking responsibility</p> Signup and view all the answers

    What is the difference between 'attention span' and 'interest span', according to Robert McKee?

    <p>Ability to focus versus ability to engage</p> Signup and view all the answers

    What is the result of being stuck in bad habits, according to the author?

    <p>It becomes harder to change them</p> Signup and view all the answers

    What is the author's main concern regarding ego in salespeople?

    <p>It prevents them from taking responsibility</p> Signup and view all the answers

    What might be a reason for a salesperson's lack of success?

    <p>Lack of product or market knowledge</p> Signup and view all the answers

    What is the author's advice to salespeople who lose a sale?

    <p>Look for ways to improve</p> Signup and view all the answers

    What is the author's main message about habits?

    <p>They can be changed with discipline and awareness</p> Signup and view all the answers

    What is laziness in the context of sales?

    <p>A tendency to procrastinate and not bring one's best effort</p> Signup and view all the answers

    What is the result of chronic laziness in sales?

    <p>Living paycheck to paycheck</p> Signup and view all the answers

    What is multitasking, according to Dan Levitin?

    <p>A myth with no scientific basis</p> Signup and view all the answers

    Why might a salesperson fail to prepare for client meetings?

    <p>Due to laziness</p> Signup and view all the answers

    What is a common behavior of mediocre salespeople?

    <p>Defaulting to laziness</p> Signup and view all the answers

    Why might a salesperson become defensive with a customer?

    <p>Due to laziness</p> Signup and view all the answers

    What should a salesperson do if they lack knowledge?

    <p>Seek out information from other sources</p> Signup and view all the answers

    What does the author believe about great salespeople?

    <p>They commit to overcoming their negative tendencies</p> Signup and view all the answers

    What is the author's response to Karen's excuses?

    <p>He doesn't respond, knowing she's not open to change</p> Signup and view all the answers

    What is the primary goal in the sales process?

    <p>To bring our heart into the sales process and really connect with customers</p> Signup and view all the answers

    What is the consequence of default-mode behaviors in sales?

    <p>Loss of energy and impact in the present moment</p> Signup and view all the answers

    What is the purpose of recognizing default-mode behaviors?

    <p>To acknowledge and overcome them to improve sales</p> Signup and view all the answers

    What is the recommended approach when a customer shares a problem?

    <p>Ask questions to uncover why it's a problem</p> Signup and view all the answers

    What is the 'biggest default of them all' in the sales process?

    <p>Not listening or working to uncover the customer's emotional motivators</p> Signup and view all the answers

    What is the first step in overcoming default-mode behaviors?

    <p>Admitting to having a problem with default-mode behaviors</p> Signup and view all the answers

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