Page 322 - Training 2019

Since it is strictly responsible for its own survival, the customers reptilian brain will
be more likely to be attentive if you’re talking about its favorite subject: itself.
Within seconds, the reptilian brain wants to know what you plan to do for it. Make
sure to make this extremely apparent in your proposition or the customer will not be
interested.

The reptilian brain is more concerned with avoiding pain as a means of survival, than
it is with gaining pleasure. As a result, talking about the direct benefits of your
product will not immediately grab people at first.

The fundamentals or reasons why we need to be identifying and understanding this
is to create the platform for easier and quicker communication.

1. So how do we Identify What Brain our client is in when we are addressing
them?

a. Through their behaviour, we can pick up if they are accepting us
b. Their responses will dictate if they are feeling comfortable with us
c. Their Body language, speaks louder than any words when you learn to read
it. Closed, Open, Comfortable, Apprehensive, threatened etc

2. What do we do once we have identified this?

a. Find commonality (this helps them open)
b. Build a connection (expand further on your commonality)
c. Make them feel relaxed and comfortable (a sense that they are in control)

Then ask them a million and one questions, (this is your discovery moment)

Once you have achieved this, you have already made the sale your pitch and your
presentation is just formality that follows.

DON’T FORGET TO CLOSE

SALES TRAINING MANUAL 3
Updated - 28 March 2018