577: David Priemer - Sell the Way You Buy

The greatest gift we’ve been given during this pandemic is the gift of time. Why not use this time then to hone in on developing specific skills, update our materials, and set ourselves up for coming out of this as prepared as ever? For those of us who provide services, this is the perfect time to reframe how we think about selling. How do you want to be perceived as a seller? So often sellers think it’s better to provide our customers with a lot of choices. The truth is that most of our customers would prefer we ease their decision-making by applying our expertise and curating their options for them. If we are able to apply empathy to how we sell- without letting it make us lazy- we will be revered as someone helpful and customers will be grateful for the experience.  To dive into the essentials of modern selling, I’ve brought David Priemer onto the podcast.  David is widely recognized as a thought leader in the area of sales and sales leadership, and has been published in the Harvard Business Review and MIT Sloan Management Review as well as Forbes, Entrepreneur, and Inc. magazines. He has led top-performing sales teams at high-growth startups and is a former VP of Salesforce, where he created the Sales Leadership Academy program. His new book, Sell the Way You Buy, gets to the root of what truly drives people to buy, and arms salespeople with the insights and knowledge they need to respond to customers’ needs. To learn how to genuinely put yourself in your buyers shoes, download this episode now. THE BLUE SKY WARRIOR “We are often not conscious of the pathways by which we make purchasing decisions.”” - David Priemer Highlights - Always remember the humanity of what you do.  90% of high performers have a high degree of empathy. Empathy is not an excuse to be lazy.  Being politely persistent is a great formula.  It is important to understand the status quo bias of customers. Having a prescriptive approach to selling makes decision-making easier for the buyer and increases satisfaction. Forget everything you know about the value of what you are buying.  We buy feelings. Crises tend to bring forth a spike in human evolution.  Guest Contact - David's Website David's Instagram David's Twitter David's Book- Sell the Way You Buy: A Modern Approach To Sales That Actually Works Contact Jeffrey - Website Coaching support My book, LINGO: Discover Your Ideal Customer's Secret Language and Make Your Business Irresistible is now available! Watch my TEDx LincolnSquare video and please share!  Mentions - To Sell is Human Thinking Fast and Slow William Ury’s Tedx Talk: The Power of Listening Resources - Have Your Website Brand Message Reviewed! Is your website and are all your marketing materials speaking the right LINGO of your ideal customers? Often it's not which is why you're not converting traffic and leads to clients and attracting your most profitable customers. Fill out the simple LINGO Review application and I'll take a look at your website. If I have suggestions for you to improve your brand message (I almost always do), we'll set up a complimentary 30-minute call to discuss. A select number of websites are also chosen for my LINGO Review Video Series. Fill out the application today and let's get your business speaking the right LINGO! Music by Jawn Sponsor- RSM Marketing Guide- 7 Tips to Get 10X More Leads From Your Website