The Right Brained Sales Revolution (Podcast)

  Today’s podcast is about “The Right Brained Sales Revolution.” In an era of increased automation and advancements in AI (Artificial Intelligence)/Machine learning, sales as a career is rapidly changing. I believe that most sales jobs today will be completely automated or at least partially automated and assisted by AI within the next 36-48 months. […]

 

Today’s podcast is about “The Right Brained Sales Revolution.” In an era of increased automation and advancements in AI (Artificial Intelligence)/Machine learning, sales as a career is rapidly changing. I believe that most sales jobs today will be completely automated or at least partially automated and assisted by AI within the next 36-48 months. In order to survive and prosper sales professionals will need to make themselves indispensable with right brain (creative, innovative, non-linear) sales skills, competencies and behaviours.

In today’s podcast I talk about the 8 rules that will help you understand the Right Brained Sales Revolution:

If you commodify your clients they will commodify you
Don’t aim to fit the sales culture, aim to be indispensable
If it’s predictable, duplicable and repetitive it will be automated
People skills eat sales hacking skills for breakfast
Stop doing the wrong things better
Relationships scale sales followers don’t
Left brain qualifies the buyer, right brain qualifies the seller
No leapfrogging, once you have invested 10,000 hours in right brain selling there is no hack to catch up

In addition to this I discuss 27 Right Brain Sales Skills:

Rapport Building
Listening
Social Intelligence (Sales EQ)
Presentation Skills
Objection Handling Skills
Negotiations
Hobnobbing
Online social interaction and engagement
Innovating
Problem Solving
Detecting Lies
Reading and Adjusting for Style
Contextualizing Offers and Solutions
Breaking the Rules
Humour
Giving
Managing Complex Business Relationships (Selling to multiple stakeholders)
Phone Skills
Dealing with Upset Customers
Motivating Team Members
Going Off Script
Needs Analysis Selling / Discovery Selling
Authentic Relationship Development (NOT ABM or lead nurturing)
Content creation
Networking in Real Life
Curious Prospecting (Motivated lateral thinking)
Personal Branding and Reputation Building

In the podcast I wrap it up talking about “Why you want right brained sellers on your team:”

They are proactive, not reactive button pushers
They are action not entitlement focused
They are adaptable
They improve products and processes
The lead customers versus take orders
They close more business
They grow accounts through focused relationship and credibility building
They use technology but are driven by principles
They come with a network and credibility (from their past successes)

I hope you enjoy this podcast and find it thought provoking and useful. I’d love to hear your thoughts in the comments below or feel free to reach out to me directly at [email protected].

Photo credit Jejimenejlc