3. Set achievable, bite-size goals you can celebrate.
Even if a top salesperson only celebrates when closing a sale, that is not frequent enough. Our brains and spirits need to experience success far more often than the weeks or even months that can occur between closings. While the neuroscience of success can seem a bit complicated, it boils down to three areas; the Reticular Activator System (RAS), your memory and the release of dopamine. The RAS filters out noise and sorts to what is important to you. It is why if even in a very large, noisy crowd if someone yells out your first name, you will likely look around. This happens even if there may be dozens of people with that name in the crowd. It will also note successes. We tend to store both good and bad memories, and these can hold us back or propel us. Experiencing more success gives us more positive resources to pull from. Dopamine is a chemical response the brain rewards us with when we are successful. It is that “Yes!” moment when you fist pump the air when an offer is accepted.
That is why setting smaller, daily and weekly goals are so critical. Goals involving the number of prospects or leads we get, goals for referrals new contacts. We need to feel that sense of accomplishment in our daily and weekly activities to keep us on the path to greater productivity.