ICYMI: How Companies and Sales Leaders Train Salespeople to Be Despised and Rejected

Happy Holidays! Enjoy this episode that originally aired in August of 2023. We'll be back with new episodes beginning January 8th!

Have you ever wondered why people seem to dislike salespeople so much? In this episode of Sales [UN]training, host Kelly Riggs digs into this question with Jeff Bloomfield, author of Neuroselling. They discuss how traditional sales training focuses too much on arming sales reps with facts, figures, and benefits while ignoring the human factor. This leads to sales conversations that feel manipulative rather than relationship-driven.

Jeff explains how the brain's biology contributes to change resistance and fear of risk, making prospects instinctively want to cling to the status quo. He shares insights on how to structure sales conversations in a way that resonates emotionally first before logically justifying with data. Kelly and Jeff also talk about how sales reps must shift to a mindset of serving the customer's needs rather than pushing their own agenda. If you want to understand the science behind more effective selling, don't miss this engaging discussion.

Most salespeople inadvertently show up and communicate in a way that refutes relationships. (1:22)

Why do people hate salespeople? (4:43)

"The order matters" the biology behind why people buy (6:54)

People buy emotionally and justify logically. (9:57)

The biology of change and change resistance. (13:59)

What is the quantifiable risk of change? (17:17)

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Kelly Riggs is an author, speaker, and business consultant for executives and companies throughout the United States and Canada. He has written two books: 1-on-1 Management: What Every Great Manager Knows That You Don’t and Quit Whining and Start SELLING! A Step-by-Step Guide to a Hall of Fame Career in Sales.