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Excerpt from Seminars on Demand - Brain Selling

Posted January 08 2014

We are delighted to share with you this transcribed excerpt from Seminars on Demand - Brain Selling by Patrick Schul.  This great seminar will teach you how to utilize your brain and give you insight for using other key skills to advance in a business environment. 

 

I got two things, just simply two things I want to do. I want to give you enough information and

insight on the brain of the human, of your buyer, of your boss, of the people that work for you,

that you could be dangerous with that knowledge, and apply it the minute you walk out of here.

 

And the second thing I want to do, I want to introduce you to a set of levers, and I’m really

focused on increasing sales for people, that’s what I’m all about. I want to teach you how to

increase those sales by understanding your buyer’s brain. Because it is the ultimate, the ultimate

competitive advantage.

 

I’ve spent my entire life, since I was 25, either leading salespeople, coaching salespeople,

training salespeople, tens of thousands of them, company after company after company, trying to

teach them how to get different. How to differentiate, because it’s through differentiation that

we win, they would build competitive advantage, and we grow our companies. But in today’s

world, this is getting very difficult. You see, we’ve got a buyer, every day they come in, there’s

at least 15 things waiting on them to look at from one of their vendors. They have lost it. They

can’t stay up with it. You think they’re reading your proposals, don’t you, some of you that are

in sales? Forget about it, they’re not reading anything. But at the end of the day, they’ve given

up. And trying to find a difference in this world, you’re ending up with a broken ass. That’s

what I’m about. I’ve spent my entire life doing that. I have chased that. I’ve gone through

product differentiation, branding, client experience. I’ve tried every way I can to cut an edge,

and I’ve finally found it. I go to the source, the architect. It’s all about the brain. I’ve spent the

last four years studying this little piece of meat, highly efficient meat between your ears. Three

and a half pounds. Weighs less than a dolphin’s brain. Right? The most sophisticated machine

in the world. We’re going to talk about this in a minute, in more detail. I want to give you

enough, I don’t want to turn this into a science convention. I’m here to give you money in your

pocket, that’s all I’m after. Change. I’m going to give you the edge I have. I’ve read, I’ve gone

to the conferences. I’m a salesguy. I am not a scientist. But I can pitch to 400 or 300 year-old

scientists now about how I’ve taken their science and applying it in day-to-day business. We’re

going to learn how to do that tonight.

 

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