by Tim Roberts
In a classic Simpson’s episode (Stark Raving Dad), Homer Simpson raises his shortage of “idiosyncrasy credits” among work colleagues by stating, “I can’t wear a pink shirt to work. Everybody wears white shirts. I’m not popular enough to be different.”
Idiosyncrasy credit is a concept that describes an individual’s capacity to acceptably deviate from group expectations. Idiosyncrasy credits are earned each time an individual conforms to a group's expectations, and spent each time an individual deviates from a group's expectations. Edwin Hollander originally defined idiosyncrasy credit as “an accumulation of positively disposed impressions residing in the perceptions of relevant others; it is… the degree to which an individual may deviate from the common expectancies of the group.”
In Timmy-talk, idiosyncrasy credit is a component of popularity that permits one to be different.
Idiosyncrasy credits are how great sales leaders and high-performing salespeople become influential--and wealthy. In Sandler Training-talk, these are “rapport credits.” While proving credibility and reliability over time, these leaders develop intimacy which grounds the trust-filled relationship. They become provocative and insightful which allows them ever-increasing experimentation with their products, services and sales process. They can be different.
Are you popular enough to be different?
At Sandler Training, Trustpointe we help our clients challenge the industry norm. To learn more about rapport credits, provocative opening statements and intimacy, contact Tim Roberts at 317.845.0041 or tim@thetrustpointe.com.
D'oh!
You might also be interested in:
