What Makes Cerebral Selling Training Different?
There’s a difference between taking a CPR course and going to medical school. Like a CPR course, training teaches you how to respond in a series of fixed circumstances. On the other hand, education, like medical school, focuses on building an understanding of core principles so you know how to react in circumstances you haven’t explicitly trained for.
Cerebral Selling is about harmonizing these two concepts; providing instruction that is both tactically rich and intellectually satisfying. With more than just checklists and pointers, our content will leave you empowered, feeling smarter, and equipped to handle a variety of challenges in key functional areas.
The most common reaction from training participants is, “Wow, I never thought of Sales like that before!”
Hear what Cerebral Selling clients have to say!
Who we train
Cerebral Selling Curriculum
Core Curriculum (session descriptions below)
- Secrets of High Impact Messaging: Ensuring your message breaks through in a sea of sameness
- Secrets of Mindful Discovery: uncovering critical insights through science, trust, and empathy
- Cerebral Objection Handling: Understanding the intent beyond the spoken word
- Negotiating for Success: Truths and tactics that drive high impact outcomes
- Mindful Execution: Supercharge your impact through focus and prioritization
- Leading for Growth: The 4 key behaviors modern leaders need to master
Select Client Feedback
See a list of select clients and their feedback on the clients page.
Our Sales and Customer Success teams loved how David challenged them to think about sales differently. His delivery was very engaging and his honest, empathetic approach really helped put us in our customers’ shoes. The content covered many relevant concepts and armed the team with tons of tactics they could use immediately. Highly recommend.
With just two days of training, David’s approach redefined how our global sales team looked at selling like no other training I’ve seen. His content is superior and his delivery is impeccable and engaging. I have never had sellers come back to me after training and ask “When can we do more?!?” That’s when you know they learned a ton.
Every member of our sales and customer success teams loved David’s training! David was highly engaging and the combination of tactical advice and thought-provoking strategies struck just the right balance. Our team left excited to put their new-found knowledge into practice immediately.
I believe compelling storytelling is a key skill to succeed in sales, marketing and success roles. David is both a master storyteller and teacher of the art and science of selling. It’s no surprise that the Cerebral Selling program garnered awesome feedback from our teams. So glad we made the investment!
Session Details
Secrets of High Impact Messaging: ensuring your message breaks through in a sea of sameness
Description: “What is it you do?”. It’s a question our customers ask us every single day. Yet, it’s one we’re often challenged to answer in a way that creates that critical emotional response in the hearts and minds of our target buyers. Most Sales and Marketing teams fail to deliver their company’s message clearly, consistently, and with the intoxicatingly high conviction needed to inspire their customers to act. They speak the language of solutions instead of the customer’s language of pain and purpose. As a result, most vendors find themselves drowning in a “sea of sameness” with poor lead conversion and millions in lost sales.
What you’ll take away:
- the foundational elements of a killer pitch
- a formulaic approach to crafting high impact messages that consistently and deeply resonate with your target audience
- more confidence and conviction in your delivery
- an updated and upgraded message you can use immediately!
Who is it for: sales development reps, account executives
Secrets of Mindful Discovery: uncovering critical insights through science, trust, and empathy
Description: discovery is arguably the most critical step in any sales professional’s selling process. It not only helps you understand your customer’s functional, business, and strategic needs but also whether it makes sense to do business together. Unfortunately, many of the most critical discovery insights go unspoken and unshared due to lack of alignment, trust, and focus. Salespeople aren’t always clear about the insights they seek or how they intend to get their customers to share them. As a result, most sellers spend more time losing deals than we do winning. The key to discovery success; listening, adopting the right mindset, building rapport, asking the right questions, and putting yourself in your customer’s shoes.
What you’ll take away:
- how to use proven principles of science and empathy to uncover your customer’s business, strategic, and emotional challenges
- how to identify the highest value discovery insights and 4 key tactics for collecting them
- how to build massive credibility by expertly framing your customer’s needs (even if they can’t articulate them!)
- how to build trust throughout your discovery call and how to end it to ensure high-impact follow-up and next steps.
Who is it for: sales development reps, account executives
Cerebral Objection Handling: Understanding The Concern Beyond the Spoken Word
Description: the ability to handle customer objections on the road to securing a sale is a core part of a sales professional’s role. Unfortunately, many of us fail to recognize and address the true underlying concern veiled behind some of the most common objections. This results in unnecessarily long sales cycles, missed forecasts, and a poor customer experience. The key to mastering this critical sales competency is to recognize the main types of objection categories we most frequently encounter so you can disarm them quickly with the most effective approach.
What you’ll take away:
- a simple but powerful framework for identifying the secret meaning behind your customer’s objections
- the critical approach top salespeople use when responding to objections (that most sellers do not)
- how to select the ideal response based on your customer’s intent for raising the objection
- 10 high-impact tactics for building your objection handling playbook and overcoming even the toughest among them.
Who is it for: account executives.
Negotiating for Success: Truths and Tactics That Drive High Impact Outcomes
Description: in business as in life, opportunities to negotiate can be found around every corner and they’re about much more than just numbers. If your goal is to secure a deal that drives a mutually beneficial outcome with a high degree of satisfaction, you need to meet the emotional, temporal, and operational needs of both parties. This session will cover the core tactical and emotional principles of negotiation needed to drive high impact outcomes.
What you’ll take away:
- the 3 key elements to negotiation success
- the critical role that emotions play in negotiation and how to navigate them
- a comprehensive framework to both prepare and execute win-win customer negotiations
- tactics to maximize value to both parties while minimizing concessions.
Who is it for: account executives, sales leaders.
Leading for Growth: The 4 Key Behaviors Modern Leaders Need to Master
Description: as leaders, we’re tasked with driving the engagement, performance, and career development of our people. Central to these tasks are four key leadership behaviors that hugely impact our success and ability to grow and scale our businesses quickly. Unfortunately, many leaders aren’t explicitly aware of these behaviors and according to the data, even those that are, have often not mastered them! The insights from this session will apply to organizations of all sizes, from entrepreneurs to enterprise, and will be of particular interest to anyone in a leadership role.
What you’ll take away:
- insights into these four critical behaviors
- why they’re critical to your role as a leader
- strategies and tactics to operationalize them.
Who is it for: managers, leaders, and executives.
Mindful Execution: Supercharge your impact through focus and prioritization
Description: meetings, multitasking, task-switching, and distractions are the silent killers of productivity. Unfortunately, most of our work environments designed to shield us from these elements, are in fact optimized for them! The key to attaining maximum efficiency lies not only in eliminating low-value tasks but learning how to prioritize and focus on the work that matters most to your business.
What you’ll take away:
- insights into the science of productivity
- the three lies of focus we tell ourselves every day
- three tactics you need to master in order to achieve maximum productivity
Who is it for: everyone
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