Скачать с ютуб The Art of Non-Salesy Selling with David Priemer of в хорошем качестве

The Art of Non-Salesy Selling with David Priemer of

David Premer, founder of Cerebral Selling and author of Sell the Way You Buy and The Sales Leader They Need, is known for his approach to sales that prioritizes empathy and authenticity. In this episode, David shares insights into why traditional sales tactics often fail and how shifting to a more human-centered approach can transform customer relationships and drive success. We explore David’s journey from a chemistry background to leading sales teams at companies like Salesforce, diving into the psychology of selling and why authenticity is essential in today’s market. See the top takeaways below. Top Takeaways Empathy is Key to Modern Selling: David emphasizes that traditional sales methods—like leading questions—can make customers feel defensive. Instead, he advocates for empathy-based approaches that align with how people prefer to buy. Focus on Problems, Not Products: David suggests that salespeople move away from product features and instead dive into the customer’s problem. He advises helping customers articulate their issues in a way that might be even clearer than they could express themselves. Avoid the ‘Cobra Kai’ Sales Tactics: Drawing from The Karate Kid, David refers to aggressive, outdated tactics as “Cobra Kai” methods. Instead, he encourages sales teams to examine whether their methods would work on themselves, promoting a shift to more genuine strategies. Sales is an Art and a Science: With a foundation in science, David compares sales to experimentation—testing hypotheses, adjusting based on feedback, and continually refining approaches to align with the ever-changing sales environment. Build Long-Term Trust Through Value: David shares a high-ROI tactic he used at Salesforce: value-driven customer events that focused solely on listening and connecting, not pitching. This practice builds reciprocity, leading to stronger, long-term relationships with clients. Resources Cerebral Selling Website - https://cerebralselling.com/ David Premer on LinkedIn -   / dpriemer   Full List of Topics Covered The concept of empathy in modern selling The shift from product features to solving customer problems The “Cobra Kai” paradox and why many sales tactics need to be rethought How sales and scientific experimentation overlap Techniques to build trust and lasting relationships with clients David’s journey from a science background to a sales career I hope you enjoy this engaging conversation with David! Feel free to share your thoughts in the comments, and let us know if anything resonates with you. -Adam Timestamps: 00:00 - Introduction 02:03 - Problem with Leading Questions 05:46 - David Premer's Journey into Sales 08:13 - Art and Science of Selling 13:06 - Understanding sales fundamentals 14:01 - The Cobra Kai Paradox in Sales 19:57 - Product Selling vs Problem Solving 23:56 - Building Confidence in Sales 26:50 - Best time to plant seeds for business growth 29:17 - Power of Adding Value 32:40 - The Power of Reciprocity 34:03 - Be the Sales Leader They Need 36:57 - Becoming a Great Sales Leader 39:20 - Next chapter for David