Why you've got to check out this episode
- Unlock a unique approach to sales which flips the script on traditional methods by focusing on buyer psychology rather than product features.
- Learn how to break free from the “sea of sameness” that many sales teams struggle with, and start selling in a way that resonates with modern buyers in competitive markets.
- Find out how to level up your pitch and deliver a narrative that truly connects with potential clients right from the first interaction.
Prefer to read? Download transcript
Resources / Links
- Check out this intro first call deck presentation template and training at www.CerebralSelling.com/intro-presentations/
Summary:
Are your sales teams struggling to stand out in a sea of competitors, despite all the product training and sales tools at their disposal? It’s a challenge for many B2B companies—sales reps armed with endless product knowledge but still failing to connect with buyers in a meaningful way. But what if the problem isn’t the product or even the salesperson’s knowledge, but the way the conversation is framed?
Often referred to as the “Sales Professor”, David Priemer is also the author of two bestselling books, Sell The Way You Buy and The Sales Leader They Need, as well as an Adjunct Lecturer at the Smith School of Business at Queen’s University and the London Business School.
In this episode, David reveals how to flip the sales script and sell the way your customers actually want to buy. With his fresh approach to customer-centric selling, you’ll learn how to resonate with your buyers, overcome objections, and make lasting connections that lead to real results.
Check out these episode highlights
- 01:51 – David’s ideal client: B2B sales teams at high growth technology companies.
- 02:12 – The problem he helps solve: My clients often find themselves drowning in what I refer to as a sea of sameness.
- 04:02 – Symptoms of the problem: There’s a lot of product-focused enablement.
- 05:18 – Common mistakes David’s clients commit before reaching out to him: They’re really not thinking about the pathways and mechanisms by which human beings make purchasing decisions.
- 07:20 – David’s Valuable free Action [VFA]: If you follow the link that Tom’s going to leave for you, I have an intro first call deck presentation template and training that you’re more than welcome to steal and use as you like.
- 07:43 – His Valuable Free Resource [VFR]: Check out the intro first call deck presentation template and training at www.CerebralSelling.com/intro-presentations/
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08:29
Q: Will AI save us? A: The answer is no. AI is not yet coming to save us. So I say focus just as much on that personal interaction as you do with the technology.
Tweetable Takeaways from this Episode
"What the reps and teams need to better articulate to the customer is not just the problem that they're looking to solve, but why the customer cannot solve that problem on their own."
