But First, Lemme Take a Selfie!
I sat at the restaurant for dinner last night at a beautiful resort hotel and watched a Millennial take about 50 selfies. During sunset my wife wanted to take our selfie to post on her Facebook page. I’ll admit it was a beautiful sunset and picture worthy. But wow this whole selfie thing is out of control! There’s Facebook, Instagram, Snap-Chat, Google People, LinkedIn, Selfie Sticks and timers on our cell phone camera.
What is this obsession of showing the world every moment? Endorphins! What? Yeah endorphins! Studies have shown the reason people can’t stop checking their phones is because every time you look at your phone, the moment before the screen opens is like pulling he lever on the slot machine. It’ like the great golf shot. Its like receiving an act of kindness, giving an act of kindness or observing an act of kindness. You get this feeling of excitement that there is new news. Or maybe it’s fake news, who knows. Maybe it’s a ‘like’ or a ‘share, or a comment that justifies the act of opening your cell phone.
Science tells us the very moment someone (pics) up their phone, there is a momentary feeling of well-being. A shot of dopamine, serotonin and adrenaline is released into your brain. This is the same addictive cocktail generated by cocaine, opiates, THC, and crack. This is biological recipe and cocktail responsible for the feeling of well-being. Human nature drives this need to have a feeling of well-being.
The need for human interaction and the feeling of well being is now replaced with electronic communication and selfies are a way to feel good about yourself. With all this focus and obsession on self it is one of the root causes of poor sales. Focus on self creates poor listening skills, in-ability to control emotions, and in turn causes poor questioning skills. Just look at the statistics below. Pay close attention to the Consultative Selling Skills and Controls Emotions.
Here are the findings for sales people with 0-2 years experience.
Here are the findings for sales people with 10 – 25 years of experience.
Did you notice Controls Emotions and Consultative Selling are not that different? Try our Complimentary Candidate Assessment
Click Here to see our Statistics tool to find the make up of these skills with your sales team?
#GoodSelling
Rocky LaGrone
CEO
Sales Development Expert