Understanding Human Default Modes

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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?

Dramatic underperformance (A) Signup and view all the answers

What is necessary to truly connect with a prospective customer?

Waking up out of the default mode (B) Signup and view all the answers

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

Because it's the easiest source of food (C) Signup and view all the answers

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

Habits, Ego, Lack of knowledge, Laziness (A) Signup and view all the answers

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

Formation of neurological patterns (B) Signup and view all the answers

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

Lack of knowledge (D) Signup and view all the answers

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

Need to conquer (A) Signup and view all the answers

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

It prevents taking responsibility (D) Signup and view all the answers

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

Ability to focus versus ability to engage (A) Signup and view all the answers

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

It becomes harder to change them (C) Signup and view all the answers

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

It prevents them from taking responsibility (D) Signup and view all the answers

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

Lack of product or market knowledge (D) Signup and view all the answers

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

Look for ways to improve (C) Signup and view all the answers

What is the author's main message about habits?

They can be changed with discipline and awareness (C) Signup and view all the answers

What is laziness in the context of sales?

A tendency to procrastinate and not bring one's best effort (C) Signup and view all the answers

What is the result of chronic laziness in sales?

Living paycheck to paycheck (A) Signup and view all the answers

What is multitasking, according to Dan Levitin?

A myth with no scientific basis (B) Signup and view all the answers

Why might a salesperson fail to prepare for client meetings?

Due to laziness (D) Signup and view all the answers

What is a common behavior of mediocre salespeople?

Defaulting to laziness (B) Signup and view all the answers

Why might a salesperson become defensive with a customer?

Due to laziness (D) Signup and view all the answers

What should a salesperson do if they lack knowledge?

Seek out information from other sources (C) Signup and view all the answers

What does the author believe about great salespeople?

They commit to overcoming their negative tendencies (B) Signup and view all the answers

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

He doesn't respond, knowing she's not open to change (A) Signup and view all the answers

What is the primary goal in the sales process?

To bring our heart into the sales process and really connect with customers (A) Signup and view all the answers

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

Loss of energy and impact in the present moment (C) Signup and view all the answers

What is the purpose of recognizing default-mode behaviors?

To acknowledge and overcome them to improve sales (D) Signup and view all the answers

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

Ask questions to uncover why it's a problem (D) Signup and view all the answers

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

Not listening or working to uncover the customer's emotional motivators (C) Signup and view all the answers

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

Admitting to having a problem with default-mode behaviors (C) Signup and view all the answers