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LinkedIn Learning

The Science of Sales

via LinkedIn Learning

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Overview

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Learn how the science of sales—understanding who people buy from and why—can help you better connect with your customers and their needs.

Syllabus

Introduction
  • Add science to your selling strategy
1. The Science of Trust
  • Transactional vs. relational selling
  • The trust continuum
  • The trust matrix
  • The brain chemistry of trust
  • The trust disconnectors
2. The Secrets of The Buying Brain
  • The three-layered brain
  • The five neuro-elements
3. The Ultimate Customer Engagement Model
  • Create a connection: The "my why" story
  • Consultative qualifying: The four Is
  • Establishing credibility: The company story
  • Solving the problem
  • Handling any objection
  • Trusted advisors don't close
Conclusion
  • Next steps

Taught by

Jeff Bloomfield

Reviews

4.7 rating at LinkedIn Learning based on 788 ratings

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