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However you see it, sales is a human connection between one person and another - now, with a bit of technology called neuroscience, we can help people to sell better based on how our brains work and operate.
We know that people buy on emotions, so why do people sell on facts and figures. the limbic system, which is the CPU of the brain, takes far too long to study facts and figures—our emotional brain shortcuts directly to our neo-neocortex root brain.
What’s the secret? New brain science is now showing that there are simple neuroscience-based keys to selling. Here’s how it works:
THE LENS
OF THE BUYER
WHAT DO YOUR BUYERS VALUE
Recent research from Sirius Decisions revealed that buyers
VALUE sales conversations that deliver relevant industry
and business expertise 4X more than conversations around
products and solutions.
Executive buyers today want a sales professional to deliver
valuable INSIGHT that will highlight issues they weren’t aware
and show how to solve them!
OF SALES
It’s no secret that customers don’t buy from companies; they buy from people they TRUST and find CREDIBLE. As evidence, the Corporate Executive Board found that 53% of all buying decisions were dictated by the interactions
and conversations executives had with the field sales organization. In fact, FIELD INTERACTION had more impact
than product (19%), brand loyalty (19%), and price (9%) combined.
That’s the good news! The bad news is that in a similar study, Forrester found that 89% of all sales calls FAIL to create any commercial impact whatsoever.
As such, the success of your initiatives, product launches and corporate strategy often boils down to how well your salespeople tell your story.
Great salespeople intuitively know how to tell a story that creates differentiation, yet few companies can replicate this skill and ability across the entire sales organization.
Do you need this for your business - connect with me today
High Performance Blog
The top 1% don’t chase success in bursts. They build it in layers—daily, weekly, monthly—through small, repeatable actions that align with their values and goals.
They stay committed when it’s hard.
They don’t wait to feel ready.
They act anyway.
We talk about the use of humor to humanize the whole selling process. We talk about building trust and resilience. We talk about a little bit of neuroscience as it pertains to buyers and sellers. Jason does a little bit of research and work in that category. Those following us closely know I guested on Jason's podcast, The Global Sales Leader Podcast, which was super fun. We’re looking forward to continuing the conversation on the show.
Every individual processes information differently based on their past experiences, personal biases, and cognitive associations. This means how we frame our message significantly impacts how it is received.β
These are essential elements of modern sales success, and they often begin with self-awareness and deliberate communication.
Connecting your passion to your purpose, and there are many things you can do to follow a process. Psychology believes a strong purpose is crucial for personal fulfilment and professional success. It is the foundation for intrinsic motivation, resilience, and performance, whether in sales
Maximizing the ROI of Sales Training: A Guide for Sales Trainers and Consultants
The Power of Feedback. Lessons from Running a Mountain Marathon for High-Performance Insights.
Your Brand Matters: High-Performance Sales Training & Coaching Personal branding and coaching delivery
Succeeding in Business and Sales Relationships: Why It's So Important
Mastering Non-Verbal Communication for Sales Success
