Sales Transformation #146 S2 Episode 15 - Research Scientist to Cerebral Selling Enthusiast with David Priemer
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HIGHLIGHTS
01:35 The how, when, and why David started his journey and progression in sales
04:00 The "Cobra Kai Paradox" based on David's first chapter of his book
08:35 Sales is all just about helping
14:20 How to manifest passion and conviction that is "regular"
19:26 Being prescriptive or sometimes called the "challenger method"
23:30 How to connect with David
QUOTES
04:02 "The way we learn how to do sales is from our sensei, right? Whoever our manager was is a lot of 'here's what I do, here's what you should do.'"
06:00 "Sales is so different than it was 10, 20 years ago because buying is so different. But the average age of a seller is also decreasing. Some people know that if you're out there hiring a manager and you know the average age of a sales person you're getting less experience for the money nowadays."
10:11 "Leading with what you believe, or leading with feelings. So rather than leading with the product"
13:58 "With all due respect, most of us, especially in B2B tech, we do like normal things. We sell CRM, we sell middleware, we sell security software, we're not curing cancer. Or we're not feeding starving children in third-world countries."
19:09 "The impression that you leave, the experience that you give people, whether you work with them and whether you don't, whether you stop working with them, it really matters."
23:05 "People can tell if you're being authentic, people can tell if you're lying, people can tell if you're being prescriptive, people can tell if you believe in what you're selling or not."
Learn more about David in the link below:
- LinkedIn - https://linkedin.com/in/dpriemer/
- Website - https://cerebralselling.com/
- Website - https://cerebralselling.com/salesacademy/
- Amazon - https://www.amazon.com/Sell-Way-You-Buy-Approach/dp/1989603203/
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