The Sales Conversation (Part One)

Getting Their Permission

In a world where your product, brand, and service is the same as everyone else’s, it’s only your sales process that differentiates you.

The Challenger Sales Model

The first step in any sales call is passing the Test of the Amygdala. When you first call a client, their brain’s amygdala makes a snap decision: is this person a threat? In this person going to hurt me? Should I be worried? And that’s why very technical people don’t do well in sales; they’re so excited about technical information that they never get past the first step.