How the Brain Works part 1`
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The human brain processes massive amounts of information by deleting unnecessary details, distorting perceptions, and generalizing from experiences. It focuses attention by filtering out irrelevant information. However, this can cause people to see problems more than opportunities if they focus on the wrong things. The brain also tends to exaggerate both good and bad aspects of situations. Generalizing from limited experiences can cause people to view single events as patterns. In sales specifically, focusing on positives rather than negatives and avoiding extreme language can help people sell more effectively.
How the Brain Works part 1`
- 1. 1 How the Brain Works
- 2. 2 The human brain is a remarkable organ.
- 3. 3 Every moment it takes in a massive amount of information and organises it into patterns that we can recognise and understand.
- 4. 4 However, the brain can only process so much information at one time.
- 5. 5 In order to make sense of the world, it engages in three specific activities: 1. Deletes 2. Distorts 3. Generalises
- 6. 6
- 7. 7 When we decide to focus on something, the brain automatically selects out information that does not support that area of focus.
- 8. 8 We start seeing more of what we're looking for and less of what we aren't looking for.
- 9. 9 The danger comes when we start looking for the wrong things. If we look for problems, we will find them!
- 10. 10 Conversely, if you start focusing on your goal and vision you will see every opportunity that comes your way.
- 11. 11 Focus on problems and you miss the opportunity Focus on opportunity and the problems will vanish
- 12. 12 That's why setting goals and having a vision is so important.
- 14. 14 The human brain also has a tendency to distort or exaggerate the truth to make the good things better and the bad things worse.
- 16. 16 Distortion is characterised by the use of extreme words such as "never" or "always“
- 17. 17 ‘’That client never accepts my calls’’
- 18. 18 ‘’I’ve always been rubbish at sales’’
- 19. 19 ‘’Every time I call they are rude to me’’
- 20. 20 ‘’No one is hiring at the moment’’
- 21. 21 Distortion puts us in disempowering mental and emotional states and focuses on the problem rather than the solution.
- 22. Generalise
- 23. 23 Generalisation is the process through which our beliefs are formed. This is where we draw global conclusions based on one, two or more experiences.
- 25. 25 Generalisation is one of the ways that we learn. We take the information we have and draw broad conclusions about the world based on this experience.
- 26. 26 However it can be our enemy if we take a single event and make it into a lifetime of experience.
- 27. 27 This is a common occurrence in sales!
- 28. 28 Support your brain to improve your sales: 1. Focus on the positives 2. Mind your language 3. Don’t hallucinate!
Editor's Notes
- #2: Today’s business buyers are awash in a deluge of online information. Virtually every business problem, process, product, and service, no matter how obscure, seems to have at least one blog post or forum comment. that with the fact that
- #16: Another thing the brain does, is distort the truth – to make good things better or bad things worse. We know when our brain is distorting the truth when we say things like “clients never return my calls” “I’ve always been rubbish at sales”
- #23: Here comes the important bit. Write down what you believe your prospect’s needs are, what their pain points are and what the problems might be. Then write down how you will be able to solve these. Then shove that piece of paper to the side, get into your call and be prepared to listen. Be prepared to disregard what you THOUGHT they needed, and be prepared to deliver an entirely different solution. Now you might be thinking “of course I’m going to listen – I’m going to ask them the appropriate questions and then I’m going to listen to their answers”. What you have to be mindful of – is when you go into a conversation, armed with the questions you’re going to ask – you’ve typically worked these questions around what you think the answers might be. Or for the answers you think you’re looking for. If you go into your sales conversation in the BBQ conversation mindset, moving the conversation onto them and what they would be interested in discussing – they will lead YOU to what the pain points and needs are.