Amygdala Hijacking & Selling Skills
Last week I was teaching selling fundamentals, the building blocks for selling. I actually haven't taught this for a while, I was asked to really keep it simple and so I unearthed a lot of the thinking that I used to use to teach sales when I worked for David Forman over 7 years ago.
Whilst in sales training we mainly talk about processes, qualifying, questioning, closing, presenting and the biggest reason people come on sales training, Objection Handling.
The biggest epiphanies for the trainees was more about understanding their own internal dialogue in working with these processes. It had nothing to do with the questions you used but had everything to do with how you listened to the customer, how you focussed on them and managed your own thoughts and emotions.