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obariva
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#42089 05.01.2017 17:08 GMT |
One of my favourite cocktails is a Vodka Martini. That has four distinct ingredients - vodka, vermouth, olives and ice - it can delicious.
In the same way, it's already been uncovered and popularised by Simon Sinek, that pleasure or motivation is created in the human brain with four distinct chemicals, and our role as a sales leader can become easier if we understand how these elements influence our sales team and provide an atmosphere to inspire. They're known as EDSO - endorphins, dopamine, serotonin and oxytocin. Mixed with each other, they describe why humans are motivated and why salespeople do what they do. This is essential knowledge for any sales leader. Let me Endorphins Today, I performed squash with my best buddy Paul; he conquer me 2: 1, it was close and We played better than I normally do. When the game started, my right arm ached a little. I thought this was going to hurt but after 10 minutes of warmup, my brain created endorphins which eradicated the pain and am could continue. Even though I lost, it was close and I felt euphoric afterwards. However, I actually can feel slightly ache now as I type on the keyboard. Endorphins do just what they are designed to do. These people mask pain when exerting or exercising and provide you a high to reward you and also to encourage you to definitely come back. You create your own endorphins by: Smelling some vanilla or lavender Taking some exercise Looking for out daily fun Ingesting some dark chocolate Listening to music Eating something hot and spicy All sales leaders should provide opportunities for their team to generate endorphins. They can offer exercise time and equipment, gym passes, showers at work: Coin fun at work, fun as a culture: Enable music, have a playlist of tunes that encourage and alter your state. Dopamine In my first sales job back in the 80s, when I closed a deal, I'd thrown my pen surrounding this time and cheer. Boy it experienced good. Little did I know that was dopamine kicking in. I adored it and it motivated me to obtain more sales. It can get addictive though and occasionally when the deals dried up, I actually could come crashing down. Accomplishments trigger dopamine. Goals, achievements and objectives are ticked off. To-do listings are favourites with many salespeople and the ritual of crossing off and finally completing the whole list gives them so much pleasure - a shot of dopamine. Dopamine's real role though is to encourage more successes, however small these are and in ancient times, finding food was enough to trigger a burst of the chemical. Finding food meant you would stay alive and it still works by merely eating. That is where dopamine can be dangerous, since it's massively habit forming, similar to alcohol reliance or gambling habits. Checking your phone every 5 mins gives you a strike, particularly if you've received some likes on your Instagram posting or Facebook update. I see people in my gym, admittedly the younger generation, picking up their phone every 5 minutes. A vibration in their pocket means they must look; it's addictive and it's dopamine leading to the compulsion. Sales leaders can help their sales team get hits of dopamine. They could reward them for reaching the small goals that lead to ultimate victory, rather than just the final triumph. They can show them how to collapse giant goals into bite sized chunks which is often attained quickly. |
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