Whole Brain Selling
One of the key challenges that small businesses face is in sales.
Traditionally the founder does most of the selling – and what she lacks in technique is more than compensated for by her integrity, knowledge, and enthusiasm.
You get a crisis when the company grows so that the founder can no longer fill the order book alone. So a salesperson must be hired – and managed. And more sophisticated selling strategies must be developed as you start to trade with larger organisations who work differently - more formally.
The power of the brain map is seen in selling when we move up to more complex sales.
In simple selling we go straight from action to the close. Being too aggressive means we can miss out on extra business we could get by going by the “scenic route”. Building rapport, opening up the sale, exploring possible solutions and delivering a bigger, higher margin sale gives more sustainable business and a stronger bottom line.
Emotional intelligence and Thinking Styles
We call this whole brain selling because it uses all 4 of the quadrants of classic brain behaviour. Instead of staying simply in the left, results orientated part of the brain which focuses on results you can sell more by consciously using the power of the right brain to build rapport and organise complex information on the way to the close. You will end up in the same place but with a much bigger sale.
This approach to ‘Whole Brain Selling’ is not a new idea and it has a huge body of research proving it’s effectiveness. We are indebted to Dudley Lynch of Brain Technologies for this analysis.
We recently used this approach on behalf of a major IT retailer and quickly resulted in a 2-3 fold increase against target during a national roll-out. As part of this project we helped them identify how individuals think and what arguments they respond to
We run focused 1/2 day workshops to help YOU and your team benefit from these techniques. You can learn how to gain more valuable sales in just one day. Click on the button on the right to find out more.
We also run an advanced version of the ‘Whole Brain Selling’ course which applies these same lessons to Presentations. It teaches how to organise presentations using different styles to appeal to different types of people and focuses on the effective use of silence to drive change of mental perspective.
