Episode 59: Sell the way you buy

<p class="p1">Welcome to episode 59. Today I have David Priemer joining me.</p> <p class="p1">Like most of us, David Priemer never thought he'd end up in sales! He started his career tinkering with test tubes and differential equations as an award-winning research scientist before spending the next 20 years leading top-performing sales teams at high-growth technology companies including Salesforce, where he was the Vice President of Commercial Sales and creator of the Sales Leadership Academy program.</p> <p class="p1">Today, as the Founder and Chief Sales Scientist of Cerebral Selling, David's unique science and empathy-based approaches to driving revenue and talent growth have been published in the Harvard Business Review as well as Forbes, Entrepreneur, and Inc. magazines. Often referred to as the "Sales Professor", David is also the author of the Bestselling book, Sell The Way You Buy, and an Adjunct Lecturer at the Smith School of Business at Queen's University and the London Business School.</p> <p class="p1">David holds a B.Sc. in Chemistry and Atmospheric Science from York University and a Master’s degree in Chemical Engineering from the University of Toronto. When he's not thinking about Sales, David loves to cook, write, and spend quality family time with his wife and three daughters.</p> <p class="p2"><span class="s1">On this episode, David and I talk about his book and why he wrote it. We talk about</span> the emotional side of selling and how <span class="s1">part of connecting with people is anchoring your emotional system on what you believe</span></p> <p class="p3"><strong>Specifically, here’s what you will learn:</strong></p> <ul> <li><span class="s1">What is unconscious selling?</span></li> <li><span class="s1">What are some things that we were doing that we shouldn't be? and how can we replace it with something that's actually more productive and conducive to the real way of selling?</span></li> <li><span class="s1">How people don't often not choose to go to the competition. There are other thi