logo
episode-header-image
Apr 2022
39m 11s

Atomic Habits Book Review on The Sales P...

Wes Schaeffer
About this episode

Sales Tips you'll learn today on The Sales Podcast...

  • In the same way we get a lot of power from splitting tiny atoms in the form of nuclear energy, you can unleash great power in your life with tiny changes
  • Your habits shape your identity
  • The four steps to building better habits
    • Make it obvious
    • Make it attractive
    • Make it easy
    • Make it satisfying
...the aggregation of marginal gains." ~Dave Brailsford, Performance Director of the British Cycling team
  • Massive success does not always require massive action
  • Over time, a tiny improvement can make a huge difference
  • Habit improvements compound like money compounds with interest
  • Be patient
  • Be disciplined
  • Don't slide back into your old routines and habits
  • On a flight from L.A. to NYC, if the plane is 3.5 degrees off course, it will miss NYC by 225 miles and land in D.C.
  • Success is the product of daily habits
  • Be more concerned with your trajectory than your results
  • Your outcomes are lagging indicators of your efforts, your habits
  • You get what you repeat
  • Good habits make time your ally
  • Positive and negative compounding habits
    • Productivity vs. stress
    • Knowledge vs. negative thinking
    • Relationships vs. rage
  • Breakthrough moments come after long, focused periods of invisible work
    • Bamboo
    • Cancer
    • Business wins
  • The Plateau of Latent Potential
    • Change can take years...before it happens all at once
    • Mastery requires patience
    • People call you an overnight success
    • The Valley of Disappointment
    • The results of our efforts are often delayed
  • All big things come from small beginnings
  • Breaking a bad habit is like uprooting a powerful oak tree
  • Building a good habit is like nurturing a delicate rose one day at a time
  • Forget about goals, focus on systems
  • Goals define the results you want, systems are the steps you take to get those results
  • The only way to win is to get better every day
  • Bill Walsh, Super Bowl-winning coach of the 49s said, "The score takes care of itself."
  • Goals are good for setting direction, systems are best for making progress
  • Winners and losers have the same goals
  • Goal setting suffers from survivorship bias
  • Achieving a goal is only a momentary change
  • You must address the cause, not just the symptom
  • You need better systems
  • With the proper input, the output will take care of itself
  • Goals restrict your happiness
  • Goals create an "either-or" conflict
  • A systems-first mentality is the antidote
  • Goals are at odds with long-term progress
  • It's a yo-yo effect
  • We want to do more than win the game. Systems help us to continue playing the game.
  • You do not rise to the level of your goals. You fall to the level of your systems
  • Focus on 1% improvement
  • Make small, easy-to-implement changes
  • Why is it so easy to repeat bad habits and so hard to form good ones?
    • We try to change the wrong thing
    • We try to change in the wrong way
  • Three layers of behavior change
    • Outcome (Get)
    • Processes (Do)
    • Identity (Believe)
  • Most of the time we work from the outside in
  • We need to work from the inside out, i.e., from the identity to the process to the outcome
  • Shift the focus from what you want to achieve to who you want to become
    • "Want a cigarette?" "No, I'm trying to quit."
    • "Want a cigarette?" "No, I'm not a smoker."
  • Behavior that is incongruent with the self will not last
  • The ultimate form of intrinsic motivation is when a habit becomes part of your identity
  • Take pride in yourself and you'll be motivated to maintain the habits
  • True behavior change is identity change
  • Improvements are only temporary until they become part of who you are
    • Become a reader
    • Become a runner
    • Become a musician
  • Get out of your cognitive slumber
    • "I'm terrible with directions."
    • "I'm not a morning person."
    • "I'm horrible at remembering names."
    • You create your own reality of negativity
  • Identity conflict is your main barrier to positive change
  • You are self-sabotaging because of your negative identity
  • Progress requires unlearning
  • So how do you form your identity?
  • Your beliefs are learned and then conditioned through experience
  • In other words, your habits embody your identity
  • The word identity is derived from the Latin words essential, which means being, and identidem, which means repeatedly
  • So your identity is literally your "repeated beingness."
  • The more evidence you have for a belief, i.e., "I'm terrible with names," the more strongly you will believe it.
  • The process of building habits is the process of becoming yourself
  • Fortunately, meaningful change does not require radical change
  • If a change is meaningful, it is big!
  • To change who you are, change what you do.
  • Trust yourself. Learn to trust yourself by doing small habits repeatedly that bring about the small results you're seeking
  • You don't have to be perfect. You don't need a unanimous vote to become a new you.
  • Just give yourself new evidence of your new self to create your new identity
  • Who do you want to be?
  • What do you want to stand for?
  • What are you principles and value?
  • Who do you wish to become?
  • Maybe you have some big goals. Write those down then work backward to figure out what you need to do to get there.
  • "I want to write a book (outcome-based). Who is the type of person who writes books? Someone who is consistent, disciplined, and reliable. Okay. I am a consistent, reliable, disciplined person (identity-based)."
  • This is a feedback loop. It's a two-way street
  • Focus on becoming the right type of person you need to be and the outcome will take care of itself
  • Know who you want to be. Habits help you become that someone.

Sales Growth Tools Mentioned In The Sales Podcast

Up next
Jul 5
Entrepreneurship // Donny Hackett Shares How To Launch Your SaaS Side Hustle...and Keep Salespeople Honest on The Sales Podcast with Wes Schaeffer, The Sales Whisperer®
Donny Hackett is the founder of VeriDeal.He is launching this with a friend/partner because when he got laid off from AWS, he found his job efforts thwarted by other sales reps who had no problem lying about their accomplishments.So he created a new SaaS platform for sales reps t ... Show More
46m 59s
Jun 17
Persuasion Training // The 10 Commandments of Sales With Dr. Persuasion on The Sales Podcast with Wes Schaeffer, The Sales Whisperer®
Dr Persuasion, Yaniv Zaid, joins me on episode 720 of The Sales Podcast to discuss his book, "The 21st Century Sales Bible: Mastering The 10 Commandments of Marketing, Negotiation, & Persuasion."00:00 Introduction to Dr. Yanniv Zaid02:59 The Journey from Air Force to Sales Traini ... Show More
1h 7m
Jun 12
Entrepreneurial Advice // Walked away from the 150-person company he founded to be an entrepreneur // Mike Pritchett shares how to win on The Sales Podcast with Wes Schaeffer, The Sales Whisperer®
#12WeeksToPeak #PersonalDevelopment #SelfImprovement #GrowthMindset #LifeLessons Show notes:https://wesschaeffer.com/blog/mike-pritchettGuest Site: https://www.buzztrail.ai/Guest LinkedIn: https://www.linkedin.com/in/mike-pritchett/Company LinkedIn: https://www.linkedin.com/compa ... Show More
58m 13s
Recommended Episodes
Jun 2021
Book of the Month - "Atomic Habits" by James Clear
Our book this month is called “Atomic Habits: An easy and proven way to build good habits and break bad ones” by James Clear. I was introduced to this book by Kelli Calabrese, one of the members of a mastermind that I’m part of. I have to say that the book has been impactful for ... Show More
5m 11s
Apr 1
WAKE UP! END THE NEGATIVE HABITS! - Change Your Mindset, Change Your Life
WAKE UP! END THE NEGATIVE HABITS! - Change Your Mindset, Change Your Lifewake up end the negative habits motivational speech, best motivational speech for breaking bad habits, how to stop self-sabotage and create success, best mindset shift for overcoming negative habits, why you ... Show More
10m 20s
Feb 2025
S1EP10 | How to get rid of bad habits by understanding their causes | Atomic Habits cheat sheet
Explore the benefits of online therapy at https://bit.ly/Online1Therapy for a happier and healthier you.Welcome to Season 1, Episode 10 of The Atomic Habits Cheat Sheet!Unlock the Power of Habit Formation with the Two-Minute RuleThis podcast helps you overcome inertia and achieve ... Show More
12m 6s
Feb 2025
S1EP2 | The Feedback Loop Between Habits and Identity | Atomic Habits cheat sheet
Explore the benefits of online therapy at https://bit.ly/Online1Therapy for a happier and healthier you.Welcome to Season 1, Episode 2 of The Atomic Habits Cheat Sheet!Transform Your Life with Identity-Based HabitsIn this episode, learn how to focus on who you want to become, not ... Show More
11m 18s
Dec 2024
Building & Changing Habits | James Clear (#183 rebroadcast)
View the Show Notes Page for This Episode Become a Member to Receive Exclusive Content Sign Up to Receive Peter’s Weekly Newsletter James Clear is the author of the New York Times bestseller Atomic Habits. His extensive research into human behavior has helped him identify key com ... Show More
2h 19m
Feb 2025
Once You Learn This... EVERYTHING Will Change – The Key to Reprogramming Your Mind
Once You Learn This... EVERYTHING Will Change – The Key to Reprogramming Your Mind once you learn this everything will change, Bob Proctor motivation, how to reprogram your subconscious mind, the secret to success and wealth, how to manifest anything, Bob Proctor mind programming ... Show More
7m 26s
Feb 2025
S1EP5 | The optimal approach to forming a new habit | Atomic Habits cheat sheet
Welcome to Season 1, Episode 5 of The Atomic Habits Cheat Sheet!Unlock the Secrets of Habit FormationSupport us by visiting https://themessypodcast.com/Discover how dopamine, the "feel-good" neurotransmitter, influences your motivation and rewards. Learn practical techniques to m ... Show More
19m 54s
Mar 2025
After This, You Will Change How You Do Everything! – James Clear’s MUST LISTEN Advice 🔥
After This, You Will Change How You Do Everything! – James Clear’s MUST LISTEN Advice 🔥after this you will change how you do everything, James Clear motivational speech, best success habits, how to rewire your brain for productivity, the truth about habit formation, how to build ... Show More
8m 18s
Jun 24
Why You Need to Become Obsessed With Process Goals (Money Monday)
Ben Hogan, who was arguably the greatest ball striker the game of golf has ever known, taught that if you wanted to improve your swing you should focus on the cause rather than the result. This was good advice for golfers and brilliant advice for sales professionals. Because in s ... Show More
9m 52s
Mar 2025
This Mindset Shift Will Instantly Make You More Successful Than 90% of People
What does success mean to you? What’s one habit you think successful people have? Today, Jay unpacks the hidden habits and mindset shifts that set the most successful people apart. Many of us believe that highly successful people are somehow different, that they possess unique ta ... Show More
28m 49s