Welcome to the world of Neuroscience Selling which can help you overcome the challenges of today’s VUCA environment. Living in Volatile, Uncertain, Complex, Ambiguous times demands a shift in our selling skills. In this landscape, the revolutionary approach of neuroscience selling emerges as the key to unlocking unprecedented success.
What got us to this point is undoubtedly not enough to propel us forward. To a degree we are all in sales, and especially for marketing directors and sales managers, we find ourselves navigating uncharted territories, needing to adjust more than ever before.
The Industrial Age and the Technology Age have come and gone, giving way to the Imagination Age. In this era, our approach to leadership, management, and interactions needs a profound adjustment. While business is often touted as ‘people to people’, it goes beyond that. 90% of any business strategy hinges on the thinking, feeling, and actions of people which is why neuroscience selling is so transformational.
Here’s an eye-opening statistic: 80% of business success is attributed to interpersonal relationships. People don’t just resign from a job; they resign from the way they are led or managed. As we navigate the landscape of sales and marketing, it’s crucial to move beyond focusing solely on personality types, socio-realities, and egos. We need to recognise that we are selling to conscious minds.
The conscious mind in sales
In the conscious mind, we exist between two chambers: survival mode for self-protection and thrive mode for growth. Understanding these chambers is key to influencing decisions and actions.
How do you describe your company? Is it an assembly line, an island, or a geographic territory? Are you customer account-centric, or do you treat customers as mere numbers? These questions help define your company culture and influence your sales approach.
At the core of one’s sales philosophy is selling from the culture of the company, selling from ‘the Soul Life’ as termed in neuroscience selling. It’s not just about delivering a tangible product; it’s about introducing clients to our people, our values, and our unique way of doing things.
Different frameworks of selling
Various sales models exist, such as Spin Sales, Neat Sales, Snap Sales, the Conscious Conceptual Sales Model, Sandler System, Medic System, Coach selling, solution Selling, gap selling etc. Each has its own set of principles and processes.
Whatever the selling process it requires marketing to attract prospects, qualifying leads, making presentations, converting leads to customers, and ultimately creating engaged customers and ambassadors. It’s a dynamic journey that requires constant adaptation and strategic planning.
The shift to Neuroscience Selling
In neuroscience selling, the focus goes beyond personality, socio, and ego. It delves into the conscious mind, acknowledging the intricate workings of the brain with its billions of neurons and trillions of synapses. Understanding how thoughts, feelings, and actions shape the sales process becomes crucial.
Empathy plays a pivotal role in neuroscience selling. It’s not just about body language; it’s about decoding eye movements, facial expressions, and even skin texture. By recognising the two chambers of the conscious mind – stressful survival mode and thriving mode with self-control – sales professionals can tailor their approach effectively.
The Neuro Sales Team Coach Manager opportunity
in the video below I take a sales manager, Gary through the neuroscience selling process. We use my Neuroscience Team Coach Manager Course as an example of a product / service and I ask a series of questions to demonstrate the neuroscience selling approach. You will find it useful if you take a blank sheet of paper and write down your own answers to the questions as you watch.
Join Gary and myself on this Zoom Call as he goes through a transformative journey where he discovers his yearnings, frustrations, and desires with regard to building a better sales team.
In a world where sales strategies must evolve, neuroscience selling emerges as a powerful approach. It goes beyond traditional models, recognising the importance of understanding the conscious mind and building genuine connections with clients. This post serves as an invitation to sales professionals to explore the transformative potential of neuroscience selling and take their skills to new heights.
Intrigued and want to learn more? Consider attending one of my regular synapses via Zoom and gain firsthand experience of the latest in neuroscience selling techniques and other topics as I coach on the Neuroscience of Things. Unleash your selling potential and navigate the challenging sales landscape with confidence. Feel free to connect with me on LinkedIn.
Also read: Connect and Listen – 5 things you must hear to be successful in life
