YoVDO

The Science of Sales

Offered By: LinkedIn Learning

Tags

Sales Courses Neuroscience Courses Neuromarketing Courses Relationship Building Courses Customer Engagement Courses Objection Handling Courses

Course Description

Overview

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

Syllabus

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

Taught by

Jeff Bloomfield

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