The Science of Habits

Welcome to another episode of "Accelerate Your Business Growth!" I'm your host, Diane Helbig, and today we have a special guest, Andrew Sykes. Andrew is an expert in understanding how habits, culture, and brand intersect in the business world. With experience working for top companies on multiple continents, Andrew is here to share insights on the crucial role salespeople play in shaping a company's reputation and driving business growth. We'll delve into the power of first impressions, the importance of trust in sales, and how small changes can make a big impact. Join us as we explore the fascinating world of sales, leadership, and building trust on this episode of "Accelerate Your Business Growth" with Andrew Sykes.

Andrew grew up in South Africa and has lived, worked, and run businesses on six continents, and has been a salesperson for 25 years. Andrew is the author of The 11th Habit, a Tedx speaker, and a lecturer at Northwestern University’s Kellogg School of Management. Andrew is the founder of Habits at Work, where he helps sales and customer success teams build relationships, create and leverage trust, and uncover their customer’s needs beyond the surface.

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The Myth of Building Trust: "There's this disconnect between what we think is going on taking months to build trust. And what's actually happening, which is oftentimes people have seen us get out the elevator that don't like the look of us, or they know that we sales people because they did a little research on LinkedIn. And while we think we're building trust, we're actually clawing our way out of a trust hole into which we stepped or were put because we blew our first impression. and we didn't even know it happened."

— Andrew Sykes 00:06:28

The Importance of Salespeople: "I think that without salespeople, nothing happens. Without good salespeople, the reputation of your company is in extraordinary jeopardy."

— Andrew Sykes 00:20:00

The Importance of Company Culture and Brand: "Company culture and brand in the end is nothing more or less than the sum of the habits of the people that work for you... The only data I've got to judge your entire company on is how a salesperson treats me, how they speak to me, how they interact with me over time."

— Andrew Sykes 00:22:48

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