Whole Brain Selling ($97)

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Whole Brain Selling ($97)

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The left brain is the negotiating table. The right brain is where the battle for superior ideas is fought and that is usually done using visual and other aids to make the point. In this lesson we look at the six characteristics of left brain dominant folks and the eight common forms of evidence left brainers tend to gravitate towards.

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This video introduces you to basic "right brain" concepts, sometimes referred to as the limbic system or the heart. I have identified 7 key ways right brainers can communicate to increase the perceived value in the heart and mind of the buyer. If they don't see value, they won't buy. And the more value they see, the more they are willing to pay.

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This video explores the power of ILLUSTRATION as it relates to value perception. So often in sales, the seller gets dragged down on price negotiations because the buyer doesn't perceive the full value of the offer. That's on the seller! One great way to increase value perception is with this highly effective sales tool!

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Stories have been connecting people and even generations of people to each other. They are arguably the most effective way of connecting value. They are a longer form of illustration that not only help folks visualize the benefits of your value proposition, but feel it as well.

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Right Brain Selling How Enthusiasm (God Within) Carries The Day!

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People don't care how much you know until they know how much you care. Genuine EMPATHY in the sales process is something prospective buyers put a premium on. They want to know if you really care about their needs or not. Do they matter? When your prospects well being and success matters to you, it creates confidence in who you are and what you are presenting. Develop genuine empathy with folks and watch your business grow!

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Bring your prospects into the experience of your value proposition. The more they can touch, feel and experience emotionally your value proposition, the more buy-in they tend to have, and the higher your conversion rates. Each of the seven strategies in this series can literally multiply your sales, if you apply them. Not every strategy works in every environment, but every strategy works!

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DESIGN is the 7th of seven elements for right brain selling. You can design a piece of wood into a violin, greatly multiplying its value. You can also design your customer's experience, even starting at the prospect stage, to greatly increase or enhance their perception of value. Find out how GM does this and how you can too!

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Michael Pink

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