Skip to content

Episode 59: Sell the Way You Buy

Welcome to episode 59. Today I have David Priemer joining me.

Like most of us, David Priemer never thought he’d end up in sales! He started his career tinkering with test tubes and differential equations as an award-winning research scientist before spending the next 20 years leading top-performing sales teams at high-growth technology companies including Salesforce, where he was the Vice President of Commercial Sales and creator of the Sales Leadership Academy program.

Today, as the Founder and Chief Sales Scientist of Cerebral Selling, David’s unique science and empathy-based approaches to driving revenue and talent growth have been published in the Harvard Business Review as well as Forbes, Entrepreneur, and Inc. magazines. Often referred to as the “Sales Professor”, David is also the author of the Bestselling book, Sell The Way You Buy, and an Adjunct Lecturer at the Smith School of Business at Queen’s University and the London Business School.

David holds a B.Sc. in Chemistry and Atmospheric Science from York University and a Master’s degree in Chemical Engineering from the University of Toronto. When he’s not thinking about Sales, David loves to cook, write, and spend quality family time with his wife and three daughters.

On this episode, David and I talk about his book and why he wrote it. We talk about the emotional side of selling and how part of connecting with people is anchoring your emotional system on what you believe

Specifically, here’s what you will learn:

  • What is unconscious selling?
  • What are some things that we were doing that we shouldn’t be? and how can we replace it with something that’s actually more productive and conducive to the real way of selling?
  • How people don’t often not choose to go to the competition. There are other things that happened that had them make that decision
  • How the new battleground is attention, not product differentiation.
  • How do you fall in love with your offer? And how do we get our clients or customers to care that much that they’re willing to do the work to make the change?
  • How to lead with a belief statement and why it’s important
  • Why it’s important to get our clients to tell us what was most valuable
  • How do we self manage ourselves in those moments of selling from fear?

Get in touch with David: 

Website: https://cerebralselling.com/ 

Email: david@cerebralselling.com 

LinkedIn: https://www.linkedin.com/in/dpriemer 

Youtube: https://www.youtube.com/c/CerebralSelling 

Facebook: https://www.facebook.com/groups/thesaleslab 

 

Ready to learn more? Tune in!

P.S: Let’s talk! Do you want a free coaching call with me?

If you’re a coach, consultant, or course creator that:

  • Wants to build a business but doesn’t know how to sell yourself or your work.
  • Is struggling to connect with ideal clients or close the sales you need to generate the revenue you want.
  • Wants to stop feeling overwhelmed with busy work and can’t find the time to focus on the high value strategic work you need to be doing
  • Struggles to put a price on the value you bring

Then you’re in the right place!

Let’s connect to find a way for you to earn more profit, reach more clients and make a bigger impact. Book a time with me today here: www.sellfromlove.com/discoverycall

If you have a specific question or topic, you’d like me to talk about on the podcast I want to hear from you. Email me at finka@finka.ca to share it with me.

And if you enjoyed this episode, please pass it along to a friend or colleague that would also benefit from learning to Sell From Love.

Buy the Sell From Love book here!

Share on:

Join the Community

We’re building a better way to sell, work & live – together.

Identify your Sales Gap

Are you selling from love or fear?
Identify your Sales Gap.

GET IMMEDIATE RESULTS!

Email us by filling out the form below and we’d be delighted to help.

Module 07Design a Marketing Strategy that Feels Good

The goal of this module is to make your Brilliant Difference and Most Important Thing Offer – VISIBLE.

There’s a saying, build it and they will come. We wish that it worked this way, rather fear does; because then we wouldn’t have to put our selves out there, up for judgement and rejection. Sharing your work, your services and expertise can be scary. But when we come from a place of love, as author Susan Jeffers says we “feel the fear and do it anyway.”

That is how we sell from love. We acknowledge fears presence and at the same time we take action that is aligned to our deepest desire and highest potential and possibility.

In this module we talk about the journey of making you and your offer visible to your clients and the milestones along the way, that will ultimately get you both to a place of saying YES, to working with each other.

Visibility is an option you decide on. My hope after this module is that you make a decision to be visible, in a way that feels good to you and is on the edge of your comfort zone. We need more of you, your Brilliant Difference and your work out in the world. Let’s help your ideal clients find you by showing them where you are.

In this Module you will:

Module 06Craft a Compelling Offer

The goal of this module is to clarify and confirm your most important thing – your offer.  In essence, it is what are you selling that you will use to serve your clients with and help facilitate the transformations they are seeking.

There are two important parts of the offer conversation we need to highlight here –

  • What are you offering to your clients – what are they getting?
  • What your clients are offering to you – what you are receiving for extending that offer?

Fear as a tendency to get in the way when we get to this part of the selling process.  But, not anymore, because you’re seeing that your offer is not about you, it’s about your clients and what they will get as a result of working with you.

In this Module you will:

Module 05Define Your Clients’ Transaction to Transformation Story

The goal of this module is to help you identify what is really happening when you sell. There’s the thing you are selling, and then there’s the thing your client is buying. What are the differences? And how do you not let selling from fear interfere and water down your transformation to a transaction.

At every stage of selling, fear has an opportunity to enter, this is even more prevalent when we are engaging and enrolling a client into our offers. This module is all about getting you aligned to what you are really selling – a transformation and giving you the tools to communicate that to your clients. This way you and your client are on the same page with what you are selling and what they are buying.

In this Module you will:

Module 04Discover Your Essential Client Conversation Skills

The goal of this module is to help you learn and understand how to create an environment that facilitates trust, connection, and confidence with your clients.  You play a critical role in making this happen for yourself and your clients, so fear does not get in the way of your intentions and impact.  In this module you’ll learn how to create a safe space for your clients that help them choose you as their trusted adviser.  You’ll also walk away with the most important conversation skills you need to that will help you do that.

In this Module you will:

Module 03Use Love as a Sales Strategy

The goal of this module is to help you move from your comfort zone and into your courage zone with love. Selling is filled with opportunities for fear to poke its head up inevitably holding you back from sharing your work and making the impact you know you are here to make. This is why we need to acknowledge that fear will be there, especially in times when you’re doing something you’ve never done before or reaching for goals you’ve never set out to accomplish before. This module is all about equipping you with the right tools to move forward with confidence, elegance, and ease.

In this Module you will:

Module 02Claim Your Brilliant Difference

The goal of this module is to help you discover and name your Brilliant Difference. This uniqueness you bring is here to add value and make change in the world. It’s here to make the word a better place. Focusing on who you are and finding the words to articulate your Brilliant Difference is fundamental to loving yourself, the first pillar to sell from love.
In this Module you will:

Module 01Unlock the Power of Love

The goal of this module is to increase awareness of when you are selling from love vs. fear and how embracing a new definition of selling will help you move closer to love.  Plus, you’ll learn all about how to manage the fears you face every time you market yourself and your business, make offers to sell your products and services, start on a new project or business idea.

In this Module you will: