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Science. Empathy. Execution.
Sell The Way You Buy
David PriemerFounder & Chief Sales Scientist@dpriemer, [email protected]
Using Modern Sales Science and Empathy to Grow Your Revenue Operation
Science. Empathy. Execution.
1997
3
Doyouliketalkingtosalespeople?
Youarenotalone
InformationAsymmetry
TheEnemy
Competition Attention
Then… Now…
Marketingtechnologylandscape2011
Marketingtechnologylandscape2019
Sea of Sameness
ExperienceAsymmetry:ANewChallenge
https://hbr.org/2019/04/how-younger-salespeople-can-win-over-older-customers
ThesearetheSAME person!
SellTheWayYouBuy
Howdowebuy?
Webuysolutions
Webuysolutions
TheSolutionFitParadox
Alignmenttrumpssolutionfit
Customerschoosevendorswhoalign with
theirtactical,
strategic,emotionalinterests.
Top10emotionalmotivators
TheNewScienceofCustomerEmotionshttps://hbr.org/2015/11/the-new-science-of-customer-emotions
Standoutfromthecrowd FeelasenseofbelongingHaveconfidenceInthefuture ProtecttheenvironmentEnjoyasenseofwell-being BethepersonIwanttobe
Feelsecure FeelasenseoffreedomFeelasenseofthrill Succeedinlife
“Connect with customers at an emotional level – tapping into their fundamental motivations and fulfilling their deep, often unspoken emotional needs”
AnExtremeorSubstantialImpactonConversion
SalesforceStateofSalesReport2018
Whatdoyoudo?
Messaging
AlignandDifferentiatethroughClarity
Learntouse Speed asaweapon!
ThePowerofPolarization
Asimpleproblem
Aballandabatcosts$1.10
Thebatcostsonedollarmorethantheball
Howmuchdoestheballcost?
Polarizingmessagesdriverapidclarity
Three principles scientifically proven to help your message break through your customer’s armorhttps://cerebralselling.com/principles-that-help-messages-break-through/
Peoplelovetotalkaboutpolarizingmessages!WallStreetJournal(Oct/08):GetRidofthePerformanceReview!
TheEconomist(Dec/08):TheRypple effect:Anovelwaytosatisfyfeedbackjunkies
WallStreetJournal(Apr/10):Yes,EveryoneReallyDoesHatePerformanceReviews
NewYorkTimes(May/10):TimetoReviewWorkplaceReviews?
Wired (Jun/11):HowFacebookUsesFeedbackLoops:MeetRypple
Gigaom (Jun/11):Performancereviews2.0:improvingfeedbackforwebworkers
Forbes (Sep/11):SocialPowerandtheComingCorporateRevolution
Forbes (Jun/12):ApplyingLeanStartupThinkingToManagingTalent
WallStreetJournal(Jul/12):LeveragingtheFacebookPhenomenonForBusiness
Forbes (Aug/12):HackingWork
Forbes (Sep/12):Work.com RedefineswhatHRSoftwareIs
Whoisyourenemy?
Thingsthatmakegoodenemies
1. Old,outdatedprocessesandsystems
2. Wastedtime,money,resources
3. Fearandrisk
4. Lackofvisibility
Awordonmindset…
Youarenotadoctor
“ThereasonIaskisbecause____”
Usingquestions todrivecommitment
Usingquestionstodrivecommitment
InWarAgainstNo-Shows,RestaurantsGetTougher
Ask Noshowrate“Pleasecallusifyouchangeyourplans”
"Willyoucallusifyouchangeyourplans?"
30%
10%
Haven’tlisteneduntilnow?
• Attention:thenewenemyofyourmodernrevenueengine.
• Value≠ROI:webuyfeelingsbeforelogic.
• Speed:useitasaweapon!
• Differentiateandalignwithbuyers:leadwiththeirenemy.
• Mindset:beawareofhowyoursellingmakescustomersfeel.
• Commitment:questionsarebetterthanstatements.
cerebralselling.com
Alwaysfreeinsightsandhelpfulcontent:
youtube.com/c/CerebralSelling
Email:[email protected]
Comingsoon!
TorontoSalesLeadershipMastermind
Thankyou!
