The Science of Sales

Learn how the science of sales—understanding who people buy from and why—can help you better connect with your customers and their needs.

Introduction

• Add science to your selling strategy

1. The Science of Trust

• Transactional vs. relational selling
• The trust continuum
• The trust matrix
• The brain chemistry of trust
• The trust disconnectors

2. The Secrets of The Buying Brain

• The three-layered brain
• The five neuro-elements

3. The Ultimate Customer Engagement Model

• 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

Conclusion

• Next steps