One of my favorite Sales books of all time, How I Raised Myself from Failure to Success in Selling, by Frank Bettger was written in 1960.
Reading it today is as relevant now as it was back then.
The fundamentals of how to sell have not changed. What has changed is our deeper understanding of why long held sales strategies actually work?
In 2019, telling a new sales hire to do X or Y because it will drive results will not be enough. You will need to explain why it works and what the science is behind it. This is where Neuroscience will play a major role.
Due to Neuroscience we can now not only train and coach to specific techniques, but also explain why they work.
Let me illustrate this point….
Has anyone ever told you to smile while you are on a sales call? Have you ever seen a sales rep with a mirror at their desk?
You have probably been told that when you smile while on a phone call, the other person will pick up on that and become more positive.
But why?
The science is compelling.
Through evolution our brains are wired with what’s known as mirror neurons. When we are exposed to a recognizable facial expression, we experience that identical emotion. Its known as emotional contagion, taking on another person’s emotional state.
This is why smiling while making a sales phone call is so important.
The next time you are making a sales call over the phone, have a small mirror in front of you, and practice smiling before you dial.
You know it will work and now you know the science behind it!
