How to Roll Out a Habit for the First Time

Andrew Rot: Keystone habit is listening to understand and summarizing back to the prospect. People make an assessment of whether or not you're trustworthy before you even open your mouth, he says. He suggests asking what he calls an interesting connection question instead of how are you? Or tell me about a vacation you went on since you when you were a kid that you still think about to this day.Rot: By the time we're 10 meetings in, I'm going to know 10 things about other salespeople who will have no courage to talk about them because they've had similar experiences.