Aug 17, 2023
Join us for a discussion with Jo Britton, a neurosculpting coach, where we explore how sales professionals can leverage neurosculpting for winning businesses.
We unpack the vital role change plays in sales and how our brains are wired to respond to it.
Jo discusses the brain's hierarchy, its prediction scripts and patterns, and the impact of emotions on decision-making.
We reveal how understanding this brain wiring can help salespeople effectively lead customers and enhance their leadership skills.
Listen in as we examine the significance of emotional intelligence and its influence on sales motivation.
We talk about the SCARF model and how it can be used to minimise a sense of threat and maximise the sense of reward.
You'll learn how basic listening skills, asking questions, and soliciting opinions can enhance a prospect's sense of status.
We caution against the dangers of the 'condescending pitch' and highlight the need for sensitivity when discussing pain points to avoid backfiring.
We also discuss how our brains form patterns and predictions based on our past experiences and shed light on how neurosculpting can rewire and optimise brain performance, how fear can increase our neuroplasticity, and how to create empowering scripts and patterns to replace unhelpful ones.
We close with a reflection on the power of neurosculpting and its potential for sales professionals to achieve better results.
So, tune in and get ready to transform your sales approach
--------- EPISODE CHAPTERS ---------
(0:00:00) - The Power of Change in Sales
(0:15:30) - Understanding Emotional Intelligence and Sales Motivation
(0:27:00) - Optimising Brain Patterns for Success
(0:39:40) - Collaborative Selling Scorecard on Sales Today Podcast
--------- EPISODE CHAPTERS & SUMMARIES ---------
(0:00:00) - The Power of Change in Sales (14 Minutes)
We explore how sales professionals can use neurosculpting to develop a modern approach to winning business. We discuss the importance of change in sales and how brains are wired to respond to it. We cover the hierarchy of the brain, the prediction scripts and patterns that help us navigate the world, and how emotions play a role in decision-making. We also discuss how understanding how the brain is wired can help salespeople lead customers and use leadership skills.
(0:15:30) - Understanding Emotional Intelligence and Sales Motivation (12 Minutes)
We examine the importance of emotional intelligence and its role in sales. We discuss the scarf model and how we can use it to minimise a sense of threat and maximise the sense of reward. We explore how sales professionals can use basic listening, asking questions, and asking for opinions in order to increase their prospect's sense of status. We also discuss the dangers of the 'condescending pitch' and how it can threaten someone's sense of identity. Finally, we emphasise the need for sensitivity when discussing pain points in order to avoid backfiring.
(0:27:00) - Optimising Brain Patterns for Success (13 Minutes)
We examine how our brains form patterns and predictions based on our past experiences. We discuss how to use neurosculpting to rewire and optimise brain performance and how fear can increase our neuroplasticity. We also explore how to create empowering scripts and patterns to replace unhelpful ones by using the left and right hemispheres of the brain and anchoring them into the body.
(0:39:40) - Collaborative Selling Scorecard on Sales Today Podcast (1 Minutes)
We explore the power of neurosculpting and how sales professionals can use it to get better results. We emphasise the importance of changing our sales approach and how emotional intelligence plays a key role. We also examine how our brains form patterns and predictions and how to use neurosculpting to rewire and optimise our brains.
Follow Jo
https://www.linkedin.com/in/jobrittonpace
Follow me
https://linktr.ee/fredcopestake
Take the Scorecard
https://collaborativeselling.scoreapp.com/
Watch this episode on YouTube