If you want to establish a new habit it seems that micro-changes to existing behaviour are the way to go. I’ve experimented with this and it works for me, your milage may vary.
If you’d like to try micro-behaviour change out you can sign up for BJ Fogg’s free tiny habits course, or buy his book.
Now, for selling consultancy the question is … which tiny-habits are worth trying on for size. Here are three you might want to consider:
- Start every meeting with OARRs – Outcome. Agenda. Roles. Rules. This is a simple and powerful framework, which kicks things off in the right way. I’ve used this tool for 1:1, small group meetings, and conferences with 200+ people. It works. You can get a free guide about using OARRs for virtual meetings from The Grove Consultants.
- End every meeting by getting a clear commitment to ‘next steps’. Write down what’s agreed and communicate this to all of the stakeholders. And by commitment I mean an outcome and a time by which that outcome will be achieved. As Donald Berwick said “Some is not a number. Soon is not a time.”
- Increase your confidence every week by completing a Positive Focus exercise from The Strategic Coach. This takes only a few minutes, builds on your achievements from the previous week, and sets you up for future success.
So, three new habits with the potential to improve your sales performance. Which one will you try on for size first?