Sales Podcast – The Right Brained Sales Revolution
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Today’s podcast is about “The Right Brained Sales Revolution.” In an era of increased automation and advancements in AI (Artificial Intelligence)/Machine learning, sales as a career is rapidly changing. I believe that most sales jobs today will be completely automated or at least partially automated and assisted by AI within the next 36-48 months. In order to survive and prosper sales professionals will need to make themselves indispensable with right brain (creative, innovative, non-linear) sales skills, competencies and behaviours.
In today’s podcast I talk about the 8 rules that will help you understand the Right Brained Sales Revolution:
- If you commodify your clients they will commodify you
- Don’t aim to fit the sales culture, aim to be indispensable
- If it’s predictable, duplicable and repetitive it will be automated
- People skills eat sales hacking skills for breakfast
- Stop doing the wrong things better
- Relationships scale sales followers don’t
- Left brain qualifies the buyer, right brain qualifies the seller
- No leapfrogging, once you have invested 10,000 hours in right brain selling there is no hack to catch up
In addition to this I discuss 27 Right Brain Sales Skills:
- Rapport Building
- Listening
- Social Intelligence (Sales EQ)
- Presentation Skills
- Objection Handling Skills
- Negotiations
- Hobnobbing
- Online social interaction and engagement
- Innovating
- Problem Solving
- Detecting Lies
- Reading and Adjusting for Style
- Contextualizing Offers and Solutions
- Breaking the Rules
- Humour
- Giving
- Managing Complex Business Relationships (Selling to multiple stakeholders)
- Phone Skills
- Dealing with Upset Customers
- Motivating Team Members
- Going Off Script
- Needs Analysis Selling / Discovery Selling
- Authentic Relationship Development (NOT ABM or lead nurturing)
- Content creation
- Networking in Real Life
- Curious Prospecting (Motivated lateral thinking)
- Personal Branding and Reputation Building
In the podcast I wrap it up talking about “Why you want right brained sellers on your team:”
- They are proactive, not reactive button pushers
- They are action not entitlement focused
- They are adaptable
- They improve products and processes
- The lead customers versus take orders
- They close more business
- They grow accounts through focused relationship and credibility building
- They use technology but are driven by principles
- They come with a network and credibility (from their past successes)
I hope you enjoy this podcast and find it thought provoking and useful. I’d love to hear your thoughts in the comments below or feel free to reach out to me directly at shane@closingbigger.net.
Photo credit Jejimenejlc
