In the theory of Deliberate Practice developed by Anders Ericsson, one of the key tenets is what’s called “Mental Models.” Mental models allow us to process information about how we should act or operate. In the NFL, for example, wide receivers will watch 3-4 hours of film every day to help build models for what tendencies on the defense…while also reinforcing what the wide receiver should do in game.
For anyone who has raised kids – this concept of “watching and learning” is clearly evident. Tiger Woods benefitted from this concept at an early age. Earl Woods documented how he helped build mental models for his son at an early age. From the excellent book “Talent is Overrated”: He sets up Tiger’s highchair in the garage, where Earl is hitting balls into a net, and Tiger watches for hours on end. “It was like a movie being run over and over and over for his view,”
Similarly, ESPN reported on Josh Allen (QB of the Buffalo Bills) practicing his interview skills at an early age. “He would pretend a game had just concluded and conduct an interview of Josh.” Josh didn’t understand the point at first, but Joel explained to him that he was going to be a great quarterback someday and have to do lots of interviews. Josh was 7 years old, but Joel saw a future No. 7 draft pick sitting in the back seat.”
The power of building mental models does not dissipate as we age, though. So, in the world of sales, how can we harness it? Start by reviewing any recorded material of yourself. How do you sound in recorded Zoom or Teams meetings? Can you watch the best salespeople in action at your company? Can you observe how they sell? How do they handle objections? Through this deliberate observation, you will build mental models for effective selling.
