Sell The Way You Buy - SAAS NORTH

Science. Empathy. Execution.

Sell The Way You Buy

David PriemerFounder & Chief Sales Scientist@dpriemer, david@cerebralselling.com

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:david@cerebralselling.com

Comingsoon!

TorontoSalesLeadershipMastermind

Thankyou!