--- title: How To Build New Habits To Become More Persuasive, Dr Susan Weinschenk description: Dr Susan Weinschenk knows what makes people tick and shares how you can be more persuasive when you master these fundamental concepts about human nature. image: https://thesaleswhisperer.com/hubfs/Blog_Featured_Images/pexels-5961713.jpg --- [Skip to content](https://thesaleswhisperer.com/blog/susan-weinschenk#main-content) [![Wes Schaeffer is The Sales Whisperer®](https://thesaleswhisperer.com/hs-fs/hubfs/wes-header-lockup.png?width=1560&height=360&name=wes-header-lockup.png)](https://www.thesaleswhisperer.com/) - Work With Me Show submenu for Work With Me - [Fix Your Follow-Up](https://thesaleswhisperer.com/follow-up) - [Best Day Ever](https://thesaleswhisperer.com/best-day-ever) - [HANK The AI](https://thesaleswhisperer.com/hank) - [12 Weeks To Peak™](https://thesaleswhisperer.com/12-weeks-to-peak) - [48-Hour Fix](https://thesaleswhisperer.com/48-hour-fix) - [Start](https://thesaleswhisperer.com/start) - [Blog](https://thesaleswhisperer.com/blog) - [The Daily](https://thesaleswhisperer.com/daily) - [Speaking](https://thesaleswhisperer.com/sales-keynote-speaker) - [Podcast](https://thesaleswhisperer.com/podcast) Show submenu for Podcast - [Podcast Guests](https://thesaleswhisperer.com/podcast-guests) - [About](https://thesaleswhisperer.com/about) Open main navigation Close main navigation - Work With Me Show submenu for Work With Me - [Fix Your Follow-Up](https://thesaleswhisperer.com/follow-up) - [Best Day Ever](https://thesaleswhisperer.com/best-day-ever) - [HANK The AI](https://thesaleswhisperer.com/hank) - [12 Weeks To Peak™](https://thesaleswhisperer.com/12-weeks-to-peak) - [48-Hour Fix](https://thesaleswhisperer.com/48-hour-fix) - [Start](https://thesaleswhisperer.com/start) - [Blog](https://thesaleswhisperer.com/blog) - [The Daily](https://thesaleswhisperer.com/daily) - [Speaking](https://thesaleswhisperer.com/sales-keynote-speaker) - [Podcast](https://thesaleswhisperer.com/podcast) Show submenu for Podcast - [Podcast Guests](https://thesaleswhisperer.com/podcast-guests) - [About](https://thesaleswhisperer.com/about) - [Get The Daily](https://thesaleswhisperer.com/daily) [Get The Daily](https://thesaleswhisperer.com/daily) May 07, 2018 # How To Build New Habits To Become More Persuasive, Dr Susan Weinschenk ![Picture of Wes Schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png?width=50&name=Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png) [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer) Share: [facebook-f icon](http://www.facebook.com/share.php?u=https://thesaleswhisperer.com/blog/susan-weinschenk) [linkedin-in icon](http://www.linkedin.com/shareArticle?mini=true&url=https://thesaleswhisperer.com/blog/susan-weinschenk) [Twitter icon](https://twitter.com/intent/tweet?url=https://thesaleswhisperer.com/blog/susan-weinschenk) [pinterest-p icon](http://pinterest.com/pin/create/link/?url=https://thesaleswhisperer.com/blog/susan-weinschenk) [envelope icon](mailto:?body=https://thesaleswhisperer.com/blog/susan-weinschenk) ## Can I eat it? Can I have sex with it? Will it kill me? Stream below or right- .     ***[\[ LISTEN NOW ON APPLE PODCASTS \]](https://itunes.apple.com/us/podcast/the-sales-whisperer-wes-schaeffer-hosts-the-sales-podcast/id655310847?mt=2)*** ## [Sales Tips](https://thesaleswhisperer.com/daily)you'll learn in [The Sales Podcast](https://www.thesaleswhisperer.com/podcast)... - Humans are predictable and complicated - Great salespeople are good with human behavior and psychology - You may have an intuitive sense and are unconsciously competent - Humans follow rules of thumb, "heuristics" - We don't want to think too much and that's a good thing - The human brain only has access to so much glucose so it works to conserve energy - Can I eat it? Can I have sex with it? Will it kill me? [![Score My Pipeline](https://no-cache.hubspot.com/cta/default/443614/interactive-178194433547.png)](https://thesaleswhisperer.com/hs/cta/wi/redirect?encryptedPayload=AVxigLL00c%2BcoIdtQ8YLjok8sYfHlZr%2FvY6YInarwp9RvFU0y6BX7qy2C3C9%2BoMfreSGa7gBga1YQl%2BhJI0OPIGkxEHkLJ1ZNnye3AEmDvjc3n6QIPaCUGRKxey1r3hY3wdcWApbTcC0wQJ%2F6cqIbuij5BYSG1dZP%2Bwnfm5wr05tdihgMURNtK%2F%2FyxD%2F6lB%2FYHUwwLVMyAWi1BjO&webInteractiveContentId=178194433547&portalId=443614) - Look at habits: physical and mental - Conditioned responses - Easy to create a habit - When you react to a stimulus a bit of dopamine is released - Take an existing habit and make that response the stimulus for the new habit - It has to be something easy - Remove the nerves - Maybe the first habit is to remove the nerves - The more you know about yourself the better the engagement will go - Breathe to calm yourself - Maybe you need to increase your energy to increase your focus - Become more self-aware - Detach and notice what went well - Have a routine - Fear and hope - Authenticity helps - Millennials don't care how you look just bring authenticity - Habit or value-based buying decision - There are different parts of the brain that make these decisions - They are mutually-exclusive - If they are buying out of habit DO NOT introduce anything new to them - If they are making a value-based buying decision, help them become confident - A single neuron fires to make this happen - Give them enough information, but not too much - Get the indications from them to determine their confidence - ASK THEM! Ask better questions! - Close first, then present! - One tip: identify one habit you have that is preventing you from having success **Related Articles:** - **[Persuasive Techniques: To Get What You Want Offer Value First](https://thesaleswhisperer.com/blog/persuasive-techniques-to-get-what-you-want-offer-value-first)** - **[The Secret Persuasion Techniques to Making People Like You](https://thesaleswhisperer.com/blog/the-secret-persuasion-techniques-making-people-like-you)** - **[Steven Sisler Helps You Know What Makes You—and Your Prospects—Tick](https://thesaleswhisperer.com/blog/steven-sisler-behavioral-psychology-human-relations)** [![Score My Pipeline](https://no-cache.hubspot.com/cta/default/443614/interactive-178194433547.png)](https://thesaleswhisperer.com/hs/cta/wi/redirect?encryptedPayload=AVxigLL00c%2BcoIdtQ8YLjok8sYfHlZr%2FvY6YInarwp9RvFU0y6BX7qy2C3C9%2BoMfreSGa7gBga1YQl%2BhJI0OPIGkxEHkLJ1ZNnye3AEmDvjc3n6QIPaCUGRKxey1r3hY3wdcWApbTcC0wQJ%2F6cqIbuij5BYSG1dZP%2Bwnfm5wr05tdihgMURNtK%2F%2FyxD%2F6lB%2FYHUwwLVMyAWi1BjO&webInteractiveContentId=178194433547&portalId=443614) Listen To Previous Episodes of [The Sales Podcast](https://www.thesaleswhisperer.com/podcast) [![Listed to The Sales Podcast on Spotify](https://no-cache.hubspot.com/cta/default/443614/interactive-185369604869.png)](https://thesaleswhisperer.com/hs/cta/wi/redirect?encryptedPayload=AVxigLLLGNTeaG8rkLA6DvuBEHTkFaLG%2FyjsO5DcqKZOsqDidD4jmXUQGCqHkG5fgsfGv8Y1qYxRQFicf5B5moDOtlicp8mC67U8z9ZJOz5RdynCVQ0B%2F6A0Omc58vCOThiaYYlhbeobNPuC6U19klT2FjcMFg%2BUx%2BYr49tb7MqOoEuCeba7tjcW3cjSUXxKsI2Fx8OL3YFKqNN%2Fxad8AJhFXTuD&webInteractiveContentId=185369604869&portalId=443614) ## Links Mentioned In [The Sales Podcast](https://www.thesaleswhisperer.com/podcast) - Check out [Dr Susan Weinschenk's free video courses](https://courses.theteamw.com/) - Listen to her [Human Tech podcast](https://www.humantech.theteamw.com/) - Read [The Team W blog](https://www.blog.theteamw.com/) - Order her books - "[100 Things Every Designer Needs to Know About People (Voices That Matter)](https://amzn.to/2JSfuSR)" - "[100 MORE Things Every Designer Needs to Know About People (Voices That Matter)](https://amzn.to/2qFSMoi)" - "[How to Get People to Do Stuff: Master the art and science of persuasion and motivation](https://amzn.to/2JTMnyD)" - "[Neuro Web Design: What Makes Them Click?](https://amzn.to/2qEzobi)" Market like you mean it. Now go sell something. [![Twelve weeks. Live deals. We start in 48 hours. 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It's really an "open... 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