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Just like gravity, you are under the control of the Law of the Hierarchy of Habits whether you like it or not. But unlike gravity, many of us don’t realize how important this law is to our performance in virtually every skill we perform.

The Law of the Hierarchy of Habits says that,

“Under pressure, you will do what you are most prepared to do.”

Now this makes a lot of sense when you think about it. Look at someone who has never tried to play tennis. When they get out on the tennis court they look like a real klutz. The same thing with bowling or golf or really any other skill based activity.

Now most of you will probably say that this is common knowledge and it is easily overcome. First, you have to be taught the right way to hold the racket, or club or release the ball. Then you have to practice so you can do it better and better. That makes sense and is how most of us gain at least some proficiency in these sports. Also, how many teams do you know that perform well without practicing together? So the key factor here seems to be learning a skill and then practicing it.

Today we also refer to this as muscle memory. It is also the reason pilots train in handling emergencies over and over. So if one should occur, they are prepared to handle it correctly – they will respond as they “are most prepared to do.” Most of us have trained our muscles to drive a car so we handle nearly every situation “automatically.”

This is where the law comes in. Many situations you face put you under pressure to some degree. As a result, your performance will reflect the degree with which you are prepared to perform. If you have practiced and “trained” your muscles to act the way you want, then your performance will reflect that development. If however, you have not prepared yourself, then your performance will reflect that lack of preparation and you will be disappointed.

My golf game is terrible. Every time I play, I say that I will never play golf again. And I have seen Jack Nicholas and Arnold Palmer and the other greats play lots of golf. I know how to play scratch golf, so why don’t I play scratch golf?

The reason is simple; I don’t prepare myself to play like they do. When the Law of the Hierarchy of Habits hits Arnold Palmer he plays as he has prepared himself to play, the same thing holds true when Bill Truax plays. I don’t deserve to score as well as Arnold Palmer, and he is much older than me!

Now when you decide to Prospect and make cold calls, how can you expect to perform? The way that you have prepared, of course. The same thing holds true with your account and territory management, sales presentations and objection handling techniques, every aspect of your sales conduct.

One thing that has always surprised me is that a sales professional will practice his or her golf game, bowling, tennis, or soft ball, but will not practice their prospecting or presentations skills. Yet their prospecting and presentation skills are critical to their success and happiness. And also gives them the opportunities to play those games!

When I go in the field to spend time prospecting with a sales person, I do all of the prospecting calls myself. The sales person is there to watch and answer technical questions because I don’t know their products. Before we go out on the calls, I have to learn the wording for the prospecting call; I call it a BLITZ CALL®. So I write it out, practice saying it aloud, and ask the sales person if it makes sense. When it does, I am ready. You see, I have prepared myself for prospecting and making cold calls.

There is always some pressure on you when you are cold calling. If you are practiced and ready you will do well, if not, you will do less than well. The reason is simple. We are all subject to the Law of the Hierarchy of Habits.

Sell Well and Often.