The sales machine is constantly changing, which means that sales professionals need to be constantly learning to keep up with the changing environment, especially at the top of the funnel. Today’s guest is an authority on sales training with some interesting insights on the education side of selling.

David Priemer is the Founder and Chief Sales Scientist of the sales training company Cerebral Selling. Listen to the episode to hear what David has to say about what he calls the “sea of sameness” and how sales professionals can differentiate themselves in that sea.

Episode Highlights:

• The state of selling on the education side of things, and the difficulty of differentiating useful information when so much information is available
• David’s advice for people who are looking for useful ways to differentiate information
• How to demonstrate overt benefit
• How the exclusionary principle can be applied at the top of the funnel
• The importance of understanding human behavior in sales
• Why messaging and delivery mechanism are two of the most important things for sales professionals to understand
• How to mobilize authentic voices in the sales cycle
• How to showcase value in a delivery mechanism
• The importance of engaging customers in your messaging synthesis

Resources: 

David Priemer

Cerebral Selling