Learn how the science of sales—understanding who people buy from and why—can help you better connect with your customers and their needs.
Overview
Syllabus
Introduction
- Add science to your selling strategy
- Transactional vs. relational selling
- The trust continuum
- The trust matrix
- The brain chemistry of trust
- The trust disconnectors
- The three-layered brain
- The five neuro-elements
- Create a connection: The "my why" story
- Consultative qualifying: The four Is
- Establishing credibility: The company story
- Solving the problem
- Handling any objection
- Trusted advisors don't close
- Next steps
Taught by
Jeff Bloomfield
