The Reticular Activating System And How To Use It In Sales

 
There’s a universal law that states you attract what you focus on. By focusing on ways which you can be productive in sales, you tend to see things that add to that productivity. And it works the opposite way, too. Have you noticed that when you focus on how bad things are, more bad things seem to crop up?

This is all due to a specific part of our brain called the reticular activating system.

What Is The Reticular Activating System?

RAS for short, the reticular activating system operates to provide an awareness of what is around us, deleting things that are natural and obvious to us, and highlighting things that are different.

Have you ever played the game in your car on a journey when you look for all white cars or all red cars? When your senses and neurons are heightened to look for them you will see them all over. However, you probably would never have noticed them before.

Not so long back we won a piece of business with a national electrical distributor. I’d never heard of them before to be honest but after the name become known to me and those little neurons started to work, I saw their vans everywhere!

What does this mean in terms of you smashing your sales target?

Well, if you want to look for all the things that are bad in your sales approach and performance, believe me, you will find them. You’ll become wired that way.

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