On this episode of SaaSy Thought Leadership, we have a fascinating discussion about the lizard or reptilian brain, also referred to as the amygdala, which relates back to our ancient ways of responding to different forms of communication and energy. You’ll learn how initial fight or flight responses ignite in our brains based on how we start conversations and what our prospect’s perception of us is before that initial conversation. Then, we explain 3 psychological tactics you can leverage to effectively sell to your prospects with the lizard brain in mind.
The important questions here are…
What are you saying to your prospects and how are you saying it?
Is that going to put your prospect in a fight or flight response in your opportunity conversations?
If you can hold educational conversations that don’t provoke a fight or flight response, you are setting yourself up to have control and authority in any conversation, especially your sales conversations.
“The first thing that the receiver is doing when they get that information is they’re determining from a very very very primal place whether it’s safe or not. Until they can feel safe in that reptilian brain, not much else is going to get accomplished.” – Gloria
Words matter. Many untrained salespeople unknowingly send prospects into fight or flight mode because of their outdated selling techniques. They end up in uptight sales meetings, chase mode, or losing to the new competitor (aka doing nothing).
Savvy salespeople sell to the lizard brain because they know how to get past that “gatekeeper” before any solution presentation or pitch happens. Genuinely helping your prospects, mirroring their intonations, and fostering a safe space with real, honest conversations is the key.
Stick around to hear about why B2B marketers are looking at and plugging into connected TV, like Roku or Amazon Fire, to unleash a whole new level of possibilities in the marketing industry.
Resources Mentioned:
CES Convention
The Drum: Why B2B Marketers are Plugging into Connected TV
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About the Hosts:
Edward Golod, Founder & CEO of Revenue Accelerators, and co-Founder of Technical Thought Leader (.com). Ed is a C-Suite Sales, Marketing & Value expert, as well as the revenue architect for clients in three continents and 10+ countries. Ed has personally been responsible for closing $265M in Enterprise sales throughout his career and has grown two startups, had two exits, and grown on to $40M. Ed regularly is renowned for his unique ability to create, articulate and leverage executive and value-based messaging that has reached the C-Suite at Fortune 100 companies, creating new opportunities at Viacom, JPMC, Citicorp, Cablevision, Voya Financial, HBO, Lowes, Under Armor, Dicks Sporting Goods just to name a few. Ed’s sales systems have generated $100’s million of dollars and $3.4B in value for him and his clients.
Ed can be reached at ed@revenueaccelerators.com or on LinkedIn: www.linkedin.com/in/edwardgolod
Gloria Gunn is the CEO of TechnicalThoughtLeader.com and has personally developed thought leadership selling strategies for technology companies that have been responsible for 7- figure deals. Gloria has personally had a front-row seat to over 1 million LinkedIn messages. Gloria’s businesses have generated over 8 figures by selling our products and services from LinkedIn. Clients, customers, & subscribers have successfully generated 10s of millions of dollars for themselves and their clients from our systems, packages, & products. Gloria also successfully positions her clients as experts with authority so that they can go upmarket and close real business.
Gloria can be reached at gloria@technicalthoughtleader.com or on LinkedIn: www.linkedin.com/in/gloriagunn