This document provides an overview of techniques for building better relationships with clients and prospects through understanding neuroscience and sales psychology. It discusses topics like self-awareness, adaptive selling, and sales processes. Specifically, it explores how understanding different personality types and adapting communication styles can help salespeople better relate to customers and improve sales. Neuroscience research on factors like neurotransmitters, hormones, and how the brain processes threats is presented to explain human behaviors and decision-making. The document emphasizes the importance of adapting to individual customers and disarming the sub-cortical "alarm system" part of the brain during first interactions.
The science of influence 2013 - Selling InteractionsAnderson Hirst
A summary of insights to help you to apply science to influence for effective sales meeting. This white paper will provide you with 12 big ideas to stimulate your thoughts about managing customer interactions differently and we provide practical tips on how to apply this in sales in everyday situations.
Branding is bonding - about trust and interactions and brand experiencesYabber
Branding is still alive. It's about bonding. Bonding results in positive contact moments. These moments together form the brand experience. The stronger the relationship between the organization and the person will grow over time, the more positive this experience will become.
Five areas to apply psychological principles for a better User Experiencefmeighan
The success or failure of a User Experience is determined in part by how well psychological principles related to emotion, cognition, perception and motivation are applied. In this talk, Fiona will share some key principles and five core areas where you can apply psychological
principles to create a compelling user experience.
7 Ways to Use Jedi Mind Tricks (aka Sales Psychology) in B2B SalesInsource Leads
7 Ways to Use Jedi Mind Tricks (aka Sales Psychology) in B2B Sales
The human mind is a quirky thing. Volumes have been written on the techniques of persuasion, and most are applicable to a career in B2B sales.
Don’t be mistaken… using sales psychology is not about tricking your prospects or pulling one over on them. It’s about leveraging natural human tendencies and psychological predispositions to help them acquire a solution that could benefit them.
The following SlideShare uncovers seven idiosyncrasies that salespeople can use to their advantage.
Persuasion is a powerful force in daily life and has a major influence on society as a whole .
Politics, legal decisions, mass media, news and advertising are all influenced by the power of persuasion, and influence us in turn.
Hence need for its understanding
a new copy testing research tool for measuring advertising effectiveness. A fresh approach to advertising research and communications testing by MM-Eye
The science of influence 2013 - Selling InteractionsAnderson Hirst
A summary of insights to help you to apply science to influence for effective sales meeting. This white paper will provide you with 12 big ideas to stimulate your thoughts about managing customer interactions differently and we provide practical tips on how to apply this in sales in everyday situations.
Branding is bonding - about trust and interactions and brand experiencesYabber
Branding is still alive. It's about bonding. Bonding results in positive contact moments. These moments together form the brand experience. The stronger the relationship between the organization and the person will grow over time, the more positive this experience will become.
Five areas to apply psychological principles for a better User Experiencefmeighan
The success or failure of a User Experience is determined in part by how well psychological principles related to emotion, cognition, perception and motivation are applied. In this talk, Fiona will share some key principles and five core areas where you can apply psychological
principles to create a compelling user experience.
7 Ways to Use Jedi Mind Tricks (aka Sales Psychology) in B2B SalesInsource Leads
7 Ways to Use Jedi Mind Tricks (aka Sales Psychology) in B2B Sales
The human mind is a quirky thing. Volumes have been written on the techniques of persuasion, and most are applicable to a career in B2B sales.
Don’t be mistaken… using sales psychology is not about tricking your prospects or pulling one over on them. It’s about leveraging natural human tendencies and psychological predispositions to help them acquire a solution that could benefit them.
The following SlideShare uncovers seven idiosyncrasies that salespeople can use to their advantage.
Persuasion is a powerful force in daily life and has a major influence on society as a whole .
Politics, legal decisions, mass media, news and advertising are all influenced by the power of persuasion, and influence us in turn.
Hence need for its understanding
a new copy testing research tool for measuring advertising effectiveness. A fresh approach to advertising research and communications testing by MM-Eye
presentación REALIZADA POR EL R1 JOSE MINA EN EL MARCO DE LA REUNION SEMANAL DE LOS RESIDENTES DE CIRUGIA GENERAL. ABORDA LAS DIFERENCIAS ENTRE EL ABORDAJE LAPAROSCOPICO Y CONVENCIONAL EN EL MANEJO QUIRURGICO DEL CANCER DE RECTO.
Sales self perception social style & versatility profileAzvantageLLC
The Sales SOCIAL STYLE Self-Perception Profile measures a salesperson’s SOCIAL STYLE and Versatility using an online self-assessment. The profile report is unique to the roles and responsibilities of a sales professional and uses norms of other sales professionals. The Improving Sales Effectiveness with Versatility (ISEV) Concepts Guide is included with the profile.
Regardless of the industry in which you work, there is likely some aspect of customer service involved. This presentation provides an overview of best practices for communicating with your clients or customers. Learn more about Levelwing's Company Culture and Best Practices: http://ow.ly/frW2H
Preview of the Persuasion Note Cards. Drawn from the sciences of behavioural economics and social psychology, the 52-card deck is a collection of the best persuasion techniques and principles, used for centuries by the greatest marketers, salesmen, product designers, politicians and womanisers. www.grapho-persuasion.com
B2B - selling in the crisis - Flume Sales Training - Corona. - Covid 19RaoulMonks
B2B Sales is changing in the face of COVID-19 (Corona Virus). This webinar looks at how to work with clients and hints and tips and mistakes to avoid with actionable takeaways to help your sales teams to navigate these uncertain times.
www.flumetraining.com
Please subscribe like and share
Psychoanalysis is a set of theories and therapeutic techniques that deal in part with the unconscious mind, and which together form a method of treatment for mental disorders.
14th Oct 15 - What’s a Good Start-Up Idea…and How to Come Up with It?City Unrulyversity
You might have an idea for a great product or service, but if it solves a problem nobody has, then it's hard to have a market. This session will focus on the art of problem spotting; how to spot them, how to evaluate them and how to develop your very own startup design brief to tackle them.
City Unrulyversity is Tech City's first and only free pop-up university, with the mission to inspire, empower, and educate the next generation of entrepreneurs. We pop up every Wednesday night during term time from 6.30-8ish PM at Unruly HQ. Our audience is a happy mix of start-ups, budding entrepreneurs, students, and interested free spirits.
"𝑩𝑬𝑮𝑼𝑵 𝑾𝑰𝑻𝑯 𝑻𝑱 𝑰𝑺 𝑯𝑨𝑳𝑭 𝑫𝑶𝑵𝑬"
𝐓𝐉 𝐂𝐨𝐦𝐬 (𝐓𝐉 𝐂𝐨𝐦𝐦𝐮𝐧𝐢𝐜𝐚𝐭𝐢𝐨𝐧𝐬) is a professional event agency that includes experts in the event-organizing market in Vietnam, Korea, and ASEAN countries. We provide unlimited types of events from Music concerts, Fan meetings, and Culture festivals to Corporate events, Internal company events, Golf tournaments, MICE events, and Exhibitions.
𝐓𝐉 𝐂𝐨𝐦𝐬 provides unlimited package services including such as Event organizing, Event planning, Event production, Manpower, PR marketing, Design 2D/3D, VIP protocols, Interpreter agency, etc.
Sports events - Golf competitions/billiards competitions/company sports events: dynamic and challenging
⭐ 𝐅𝐞𝐚𝐭𝐮𝐫𝐞𝐝 𝐩𝐫𝐨𝐣𝐞𝐜𝐭𝐬:
➢ 2024 BAEKHYUN [Lonsdaleite] IN HO CHI MINH
➢ SUPER JUNIOR-L.S.S. THE SHOW : Th3ee Guys in HO CHI MINH
➢FreenBecky 1st Fan Meeting in Vietnam
➢CHILDREN ART EXHIBITION 2024: BEYOND BARRIERS
➢ WOW K-Music Festival 2023
➢ Winner [CROSS] Tour in HCM
➢ Super Show 9 in HCM with Super Junior
➢ HCMC - Gyeongsangbuk-do Culture and Tourism Festival
➢ Korean Vietnam Partnership - Fair with LG
➢ Korean President visits Samsung Electronics R&D Center
➢ Vietnam Food Expo with Lotte Wellfood
"𝐄𝐯𝐞𝐫𝐲 𝐞𝐯𝐞𝐧𝐭 𝐢𝐬 𝐚 𝐬𝐭𝐨𝐫𝐲, 𝐚 𝐬𝐩𝐞𝐜𝐢𝐚𝐥 𝐣𝐨𝐮𝐫𝐧𝐞𝐲. 𝐖𝐞 𝐚𝐥𝐰𝐚𝐲𝐬 𝐛𝐞𝐥𝐢𝐞𝐯𝐞 𝐭𝐡𝐚𝐭 𝐬𝐡𝐨𝐫𝐭𝐥𝐲 𝐲𝐨𝐮 𝐰𝐢𝐥𝐥 𝐛𝐞 𝐚 𝐩𝐚𝐫𝐭 𝐨𝐟 𝐨𝐮𝐫 𝐬𝐭𝐨𝐫𝐢𝐞𝐬."
Improving profitability for small businessBen Wann
In this comprehensive presentation, we will explore strategies and practical tips for enhancing profitability in small businesses. Tailored to meet the unique challenges faced by small enterprises, this session covers various aspects that directly impact the bottom line. Attendees will learn how to optimize operational efficiency, manage expenses, and increase revenue through innovative marketing and customer engagement techniques.
Buy Verified PayPal Account | Buy Google 5 Star Reviewsusawebmarket
Buy Verified PayPal Account
Looking to buy verified PayPal accounts? Discover 7 expert tips for safely purchasing a verified PayPal account in 2024. Ensure security and reliability for your transactions.
PayPal Services Features-
🟢 Email Access
🟢 Bank Added
🟢 Card Verified
🟢 Full SSN Provided
🟢 Phone Number Access
🟢 Driving License Copy
🟢 Fasted Delivery
Client Satisfaction is Our First priority. Our services is very appropriate to buy. We assume that the first-rate way to purchase our offerings is to order on the website. If you have any worry in our cooperation usually You can order us on Skype or Telegram.
24/7 Hours Reply/Please Contact
usawebmarketEmail: support@usawebmarket.com
Skype: usawebmarket
Telegram: @usawebmarket
WhatsApp: +1(218) 203-5951
USA WEB MARKET is the Best Verified PayPal, Payoneer, Cash App, Skrill, Neteller, Stripe Account and SEO, SMM Service provider.100%Satisfection granted.100% replacement Granted.
[Note: This is a partial preview. To download this presentation, visit:
https://www.oeconsulting.com.sg/training-presentations]
Sustainability has become an increasingly critical topic as the world recognizes the need to protect our planet and its resources for future generations. Sustainability means meeting our current needs without compromising the ability of future generations to meet theirs. It involves long-term planning and consideration of the consequences of our actions. The goal is to create strategies that ensure the long-term viability of People, Planet, and Profit.
Leading companies such as Nike, Toyota, and Siemens are prioritizing sustainable innovation in their business models, setting an example for others to follow. In this Sustainability training presentation, you will learn key concepts, principles, and practices of sustainability applicable across industries. This training aims to create awareness and educate employees, senior executives, consultants, and other key stakeholders, including investors, policymakers, and supply chain partners, on the importance and implementation of sustainability.
LEARNING OBJECTIVES
1. Develop a comprehensive understanding of the fundamental principles and concepts that form the foundation of sustainability within corporate environments.
2. Explore the sustainability implementation model, focusing on effective measures and reporting strategies to track and communicate sustainability efforts.
3. Identify and define best practices and critical success factors essential for achieving sustainability goals within organizations.
CONTENTS
1. Introduction and Key Concepts of Sustainability
2. Principles and Practices of Sustainability
3. Measures and Reporting in Sustainability
4. Sustainability Implementation & Best Practices
To download the complete presentation, visit: https://www.oeconsulting.com.sg/training-presentations
Discover the innovative and creative projects that highlight my journey throu...dylandmeas
Discover the innovative and creative projects that highlight my journey through Full Sail University. Below, you’ll find a collection of my work showcasing my skills and expertise in digital marketing, event planning, and media production.
Taurus Zodiac Sign_ Personality Traits and Sign Dates.pptxmy Pandit
Explore the world of the Taurus zodiac sign. Learn about their stability, determination, and appreciation for beauty. Discover how Taureans' grounded nature and hardworking mindset define their unique personality.
Premium MEAN Stack Development Solutions for Modern BusinessesSynapseIndia
Stay ahead of the curve with our premium MEAN Stack Development Solutions. Our expert developers utilize MongoDB, Express.js, AngularJS, and Node.js to create modern and responsive web applications. Trust us for cutting-edge solutions that drive your business growth and success.
Know more: https://www.synapseindia.com/technology/mean-stack-development-company.html
Attending a job Interview for B1 and B2 Englsih learnersErika906060
It is a sample of an interview for a business english class for pre-intermediate and intermediate english students with emphasis on the speking ability.
Accpac to QuickBooks Conversion Navigating the Transition with Online Account...PaulBryant58
This article provides a comprehensive guide on how to
effectively manage the convert Accpac to QuickBooks , with a particular focus on utilizing online accounting services to streamline the process.
Explore our most comprehensive guide on lookback analysis at SafePaaS, covering access governance and how it can transform modern ERP audits. Browse now!
As a business owner in Delaware, staying on top of your tax obligations is paramount, especially with the annual deadline for Delaware Franchise Tax looming on March 1. One such obligation is the annual Delaware Franchise Tax, which serves as a crucial requirement for maintaining your company’s legal standing within the state. While the prospect of handling tax matters may seem daunting, rest assured that the process can be straightforward with the right guidance. In this comprehensive guide, we’ll walk you through the steps of filing your Delaware Franchise Tax and provide insights to help you navigate the process effectively.
Filing Your Delaware Franchise Tax A Detailed Guide
Nail the sale: Selling in B2B markets with David Mellor
1. It’s not rocket science, it’s neuroscience…..
Building better relationships with clients and prospects
David Mellor
2016
WWW.DAVIDMELLORMENTORING.COM 1
6. “Neuroscience is where the intellectual action is these days”
“We seem to read about neuroscience everywhere these days.
Why are people so interested in it right now?”
“The possibilities for neuroscience are almost limitless”
6
WWW.DAVIDMELLORMENTORING.COM
9. Copyright: The Center for Applied Neuroscience 9
(novelty and reward seeking)
SEROTONIN
(mood control and conformity seeking)
Individuals who inherited particular genes in the
Dopamine system tend to be:
Individuals who inherited particular genes in the
Serotonin system tend to be:
conscientious, conventional, cautious, but
not fearful, detail oriented, persistent,
precise, orderly, consistent, careful planners,
calm.
unconventional, uninhibited, optimistic,
mentally flexible, spontaneous, creative,
impulsive, curious, opportunistic, energetic,
reckless.
ESTROGEN
(empathy seeking)
TESTOSTERONE
(dominance seeking)
Individuals who inherited particular genes in the
Estrogen system tend to be:
Individuals who inherited particular genes in the
Testosterone system tend to be:
competitive, independent, forthright, practical,
aggressive, emotionally contained, decisive,
direct, tough-minded, daring, focused.
caring, nurturing, sympathetic, idealistic,
agreeable, supportive, sensitive, kind
hearted, charitable, tolerant, unassuming,
sentimental.
NeurotransmittersHormones
DOPAMINE
WWW.DAVIDMELLORMENTORING.COM
9
28. OXFORD UNIVERSITY RESEARCH
“This three-year project will be the first large-scale study of how
emerging neurological knowledge about human decision-making
is transforming the techniques of those who seek to influence
the behaviour of consumers.
It has far reaching implications for what we know about how
humans make their choices, the role of the brain and the factors
at play in everyday decisions we all take.”
Professor Steve Woolgar, Sayeed Business School, Oxford University
WWW.DAVIDMELLORMENTORING.COM
28
29. ADAPTIVE SELLING
“Salespeople must remember that each customer is the centre of his or her
own world, with a unique set of interests, motivations and beliefs. To be
successful, the salesperson needs to discover those elements of their
thinking, acknowledge them, and build on them in order to connect with
audience.
People prefer to buy from those who are like them. All too often, however,
salespeople fail because they’re trying to impress their audience with their
knowledge, rather than trying to relate to them as potential customers.
Ironically, even real experts fail when they attempt to impress audiences
this way.”
Dr Stephen Kosslyn, Chair of the Department of Psychology,Harvard University
WWW.DAVIDMELLORMENTORING.COM
29
32. FRIEND OR FOE?
Part of the human brain has the sole function of deciding at the moment of
first contact whether the person in front of it is a friend or a foe. Located
within the subcortical brain, this brain part it is incapable of thought or
rationalisation and reacts purely on instinct by how it perceives the situation.
To avoid alarming that part of your customer’s brain, the signals that you
need to give out at that very first point of contact must put the customer at
ease. This includes your movements, gestures, facial expression, eye
contact, your appearance, clothes, enthusiasm and posture.
WWW.DAVIDMELLORMENTORING.COM
32
33. THE FIRST STEP
So, the first step in delivering great sales performance is have our total focus
on influencing the customer’s sub-cortical brain – the brain’s alarm system –
its ‘guardian’.
After we have ‘disarmed’ it, we can then go on to develop and build rapport,
and open the potential customer’s message receptors so we can sell to them.
This means that we must focus on the customer to identify his or her
behavioural preferences so that all our subsequent communication matches
his or her needs.
WWW.DAVIDMELLORMENTORING.COM
33
34. What is Behavioural Adaptability?
Behavioural Adaptability is having the will and
the skill to engage in a range of behaviours,
not necessarily characteristic of your own
behaviour preference, to deal effectively with the
requirements of a situation or relationship.
OH-34
WWW.DAVIDMELLORMENTORING.COM
38. OH-38
Green customers are outgoing, spontaneous, and
social people. They tend to be chatty and
gregarious. Be friendly while doing business with
Green customers and let them talk. For those who
don’t understand them, they can be seen as “time
wasters” and frivolous.
The biggest source of stress to a Green is rejection.
Don’t demand that a Green customer “get down to
business”: they will feel stifled. Instead, give them
choices and talk about how you’re going to help
them. Green customers want you to value them for
their ability to get things done - while having fun!
It’s how they naturally operate.
Green
Customer
Preferences
WWW.DAVIDMELLORMENTORING.COM
39. When you
communicate
with me
- Demonstrate mutual friendship
- Allow time for social conversation
- Let me express my ideas
- Don’t be rude or aggressive
- Use expressive or picturesque language
- Try to remain positive and upbeat
- Make me feel popular and entertaining
- Don’t ridicule me
- Keep the atmosphere friendly
WWW.DAVIDMELLORMENTORING.COM
39
40. If you have a strong Green preference you can:
Reduce your need of approval from others - don’t be over friendly.
Be more open to facts and data.
Be better prepared and organised.
Listen carefully and take notes of what is being said.
Don’t over-promise.
Improving Adaptability
WWW.DAVIDMELLORMENTORING.COM
40
41. Blue
Customer
Preferences
Blue customers focus on the feelings and well-being of
those who work with them. They enjoy forming close,
trusting relationships. They want to hear your opinions
before making a decision. And they want everyone to get
on well together, including you. For those who don’t
understand them, they can come across as wishy-washy
approval seekers who ask too many questions.
The biggest source of stress to a Blue customer is conflict.
Don’t act impersonal with a Blue customer. Get to know
them and let them get to know you, and they will come to
trust you and become loyal customers. Blue customers
want you to value them for bringing harmony to even the
most unsettling workplace situations.
WWW.DAVIDMELLORMENTORING.COM
41
42. When you
communicate
with me
- Be clear and explain details calmly
- Listen to me and demonstrate patience
- Give me time to understand and decide
- Explain the benefits of a proposal
- Give me time to adjust to change
- Give me an opportunity to speak
- Be supportive and understanding
- Get to the main point quickly
- Be agreeable and non-threatening
WWW.DAVIDMELLORMENTORING.COM
42
43. If you have a strong Blue preference you can:
Reduce your emphasis on resistance to new ideas and opportunities.
Be more assertive with your opinions.
Be quicker to adapt and show a willingness to be flexible.
Accept challenges and withstand challenging questions.
Be less sensitive to refusal or rejection.
Improving Adaptability
WWW.DAVIDMELLORMENTORING.COM
43
44. Red
Customer
Preferences
Red customers are results-driven, fast-paced and know
what they want. They make decisions quickly and don’t
like to waste time. They want be in control, to get in,
get out, and get on with their business. For those who
don’t understand them, they can come across as rude,
arrogant and impatient. In reality, they are people who
take on a great deal of responsibility, enjoy challenges,
and strive to succeed.
The biggest source of stress to a Red customer is loss of
control. Get right to the point. Share solutions to their
problems and give them options. They want to know
“What will you do?” and “By when will you deliver?”
Red customers want you to value them for knowing
what they want and being quick to get things done.
WWW.DAVIDMELLORMENTORING.COM
44
45. When you
communicate
with me
- Focus on action based results
- Agree with objective facts
- Give me answers, not problems
- Be prepared to support your proposal
- Be factual and realistic
- Focus on the bottom line
- Listen carefully to what I say
- Get to the main point quickly
- Be brief and specific
WWW.DAVIDMELLORMENTORING.COM
45
46. Improving Adaptability
If you have a strong Red preference you can:
Reduce your need to be in control of discussions and situations.
Show that you are interested in the customer as a person.
Be less forceful - more patient and approachable.
Be more accepting and open to the views of others.
Show that your are listening – don’t interrupt.
WWW.DAVIDMELLORMENTORING.COM
46
47. Gold customers are detail-oriented. They value
accuracy. Make sure to cross every “t” and dot
every “i” before expecting them to approve your
presentation. They will check out the facts, stats,
and research before making a decision. For those
who don’t understand them, Golds can be seen as
pedantic people who slow down progress. In
reality, they avoid rash decisions that might not be
in the best interests of their companies.
The biggest source of stress for a Gold is “getting
things wrong.” Don’t ask an Gold customer to
guess at anything. Instead say, “I’ll be happy to call
you when you have had an opportunity to study all
the details .”
Gold
Customer
Preferences
WWW.DAVIDMELLORMENTORING.COM
47
48. When you
communicate
with me
- Provide the pros and cons for a proposal
- Give me time to analyse data thoroughly
- Don’t be emotional or too informal
- Don’t criticize my efforts
- Don’t change things for the sake of change
- Don’t break your promises
- Provide a logical, step by step presentation
- Be specific on points of agreement
- Provide me with accurate data in writing
WWW.DAVIDMELLORMENTORING.COM
48
49. If you have a strong Gold preference you can:
Reduce your emphasis on perfectionism.
Be more open-minded to new ideas.
Be more open to the views of others.
Simplify verbal presentations and ideas
Relax, show more optimism and empathy.
Improving Adaptability
WWW.DAVIDMELLORMENTORING.COM
49
54. When Qualifying
Ask questions that uncover their vision
Uncover their need for recognition
Be tolerant of their casual use of time
Ask questions that relate to their work and personal goals
Adopt a slow, comfortable pace
Uncover needs for support and service
Uncover needs that relate to a business problem or issue
Ask questions that are matter of fact
Be prepared to be challenged
Research the situation thoroughly before you meet
Ask fact seeking questions
Avoid small talk and personal references
WWW.DAVIDMELLORMENTORING.COM
54
55. When Emailing/Writing
Make solid references
Be flexible and adapt to change
Provide support to their ideas
Use words like: we, you, us
Share in their interests
Demonstrate personal service
Focus on action-based results
Be factual and realistic
Keep it brief
Be objective and task orientated
Make sure of all names and titles
Focus on accuracy of information
WWW.DAVIDMELLORMENTORING.COM
55
56. When Proposing/Presenting
Provide testimonials from those they view as important
Offer something value added or unique
Appeal to their own esteem and status
Propose solutions that will help people
Show how you covered all possible situations
Present a collaborative personalised approach
Document options with pros and cons
Be specific and factual – don’t overdo details
Reinforce their perceptions of strengths and capabilities
Recommend a specific course of action
Be organised, systematic and precise
Provide all your numbers
WWW.DAVIDMELLORMENTORING.COM
56
57. When Negotiating
Find common ground and shared vision
Seek compromise
Be proactive
Be accommodating and helpful
Work on any differences agreeably
Avoid any contact
Exchange what’s cheap for you and has value to them
Challenge proposed outcomes
Make commitments to get win/win
Be factual and accurate
Have a list of must haves and nice to haves
Trade on the detail
WWW.DAVIDMELLORMENTORING.COM
57