Anchors Away – How Your Subconscious Reference Points Drive Your Buying Behavior!
Mastering the Customer Conversation Hang on everybody. We are heading into the whirlwind of the holiday frenzy over the next 30 days. Sources report that the craziness actually begins in September! Let’s be honest, in the US, we really have two new non-official holidays in this country – “Black Friday” and “Cyber Monday.” The holiday […]
Trust – A Key To Relationships!
Mastering the Customer Conversation I want to share a recent experience with you. I recently had an opportunity to coach one of our clients, and they said something striking to me. “I’ve been in the sales profession for over 10 years, and all my clients already know me well. How am I going to implement […]
Driving Change – Understanding Your Why!
In our training sessions at Braintrust, we often show a picture that illustrates a caterpillar going through the change to a butterfly. We will ask our participants to tell us what they are looking at. We will immediately have someone say, that is a picture of a caterpillar. Someone else will then say, it is […]
The “My Why” Story
Everyone likes a good storyteller, right? As humans, we are drawn into a great narrative, and if executed correctly, great things can happen. What about in sales? Why not tell your customer a great story about someone other than yourself, in order to build trust along the sales journey? In this episode, Jeff discusses: The science […]
The Barriers to Change
Everyone likes change, right? Not so fast. Humans may adapt well to change but when change is forced upon them, things don’t go as smoothly. Since we are self-preserving beings, forced change can be terrifying, and it also kicks our survival instincts into gear. In our fourth episode, Jeff gets into: The concept of change […]
Great Leadership: Connection or Credibility?
[We have all worked with leaders that are on different parts of the “greatness scale.” Some landed on the high side and inspired us to work better, harder and faster. Those on the low side had us brushing up our resume. What was it that made the great leaders so great and the others not-so-great? […]
The Brain Chemistry of Trust
Get ready. This episode of the Science of Sales podcast will explain some things you instinctively felt, but never knew why, and can help you tap into the science behind creating authentic, deep relationships. In this episode, Jeff discusses: How connection takes an old adage to a whole new level What chemicals like oxytocin and […]
Cognitive Biases in the Sales Conversation
In the second episode of the Science of Sales podcast, we dive into some of the biases that your customers are predisposed to before you ever engage with them. These are important to understand because they will better inform what can feel like illogical responses to a seemingly perfect sales pitch. In this episode, we […]
Neuroscience and Sales? Really?
This first episode is all about laying the groundwork – really understanding how something as nerdy as neuroscience is related to sales situations, language and relationships. Our Founder & CEO, Jeff Bloomfield, will lay out the fundamentals of how understanding the neuroscience behind your customers’ decision-making process can dramatically increase your sales. In addition, Jeff […]
The 3 Irrefutable Elements of Sales Growth
Over the past several decades, there have been a myriad of books written and talks given on how to grow your business, improve your marketing, increase sales performance, etc. Some of those lessons are good. Some are useless. I certainly don’t want to take the arrogant position that everything ever written or spoken prior to […]