Remember, Trust is A Biochemical Reaction

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So the next time you’re conducting sales discovery with your customer, consider modifying the order in which you ask your question and lead with emotionally driven questions first! It can have a HUGE impact on the emotional contrast you create in the mind of your customer.

With many months of pandemic selling behind us and both economic and geopolitical issues continuing to impact the market, it’s clear that businesses continue to deal with all manner of operational and cultural turbulence. From the shift back and forth to remote work and the great resignation, to changes in personal and organizational priorities and the venture funding climate, disruptive forces can be found everywhere in the modern workplace. And while change is constant, the frequency with which adverse conditions present themselves these days shows no signs of slowing down. Indeed, adversity is here to stay.

For their part, salespeople continue to be relied upon to drive the revenue engines of their organizations, forcing them to continue asking tough questions like:

should I change how and where I invest my precious time and attention?
which customers should I focus on as market needs shift?
how should my message and value proposition be different than “before”?
In short, during times of adversity how should you change the way you sell?

Science tells us the way we behave with our customers indonesia telegram data during times like these will have a big impact on how they see us in the future!

In his bestselling book Leaders Eat Last, author Simon Sinek states that when asked a simple question, “‘What was one of your best days at work?”, very few of us recount a time when everything went smoothly and the big project we were working on came in on time and on budget.” Rather, it’s those times where everything went wrong, we experienced a shared hardship, and we had to pull together to get through it, that we remember the most.

That’s no accident.

In fact, the way we as humans treat each other during times of hardship produces biochemical breadcrumbs in our brains. As social animals, it’s evolution’s way of helping us remember how best to work together to overcome shared obstacles.