Guest: Mike Lever

LI:https://www.linkedin.com/in/mikelever1/

Topic: Selling is Easy. PEOPLE are complex

Quick Intro: Today we are talking about the HARDEST part of sales and sales leadership. PEOPLE. With all the focus on products, tools, personas, b2b, b2c etc the sales industry has lost sight of the underlying commonality which is people. People sell. People buy. That’s why I’m so excited to have Mike Lever on the show today. Mike is an EXPERT when it comes to human behavior, insights, and most importantly how to change ours and our prospect’s behavior for the better. A national speaker on buyer behavior, creator of the ABCD and 3TW Method. We’re going deep on psychology today ya’ll, let’s get it!

Short and Sweet/Set the stage

1. ABCD Behavior Model - What is it and why does it matter?

Core Questions

1. What are some of the human elements salespeople need to lean into more
2. Psychology - How can sales rep leverage to get more out of themselves
3. Psychology - How can they leverage to help close more deals.
4. Neuro-Economics! - How do people make buying decisions?
5. Neuro -Economics - How can salespeople leverage this knowledge to close more deals.
6. Behaviors - What are some seller behaviors that we need to establish or get away from?
7. How can we help influence the behavior of our prospects?