Sales left vs right brain:
Your words are left brain processed. Serially, sequentially, at a distance that's emotionally muted. What does that mean? When someone is talking to you, you're either bored or interested.
Your words are left brain processed. Serially, sequentially, at a distance that's emotionally muted. What does that mean? When someone is talking to you, you're either bored or interested.
What you want to do is use emotionally charged words that describe potential benefits with vivid language. This process is also psycho-acoustic compression. Read that word again and see how nice it sounds. Get it? It's why your fav song lyrics get you excited.
The left brain processes information based on what it knows and one at a time. The right brain is the magician. It processes a whole lot concurrently and in parallel. It notices your tone, your hairstyle, your scuff marks on the shoes, your scent, your handshake, your smile.
Your right brain wants to be pleasantly surprised. Surprise is the process of jumping from the familiar to the adjacent possible. It's why Steve Jobs was and Apple is hell bent on extreme secrecy. When you see what you don't know, you're emotionally hyped up.
If you look good (fit, well dressed. Not expensive but clothes that work for your physique, smell nice, and are genuine) the people you speak with will naturally "like" you. If someone likes you, you're job is half done and you're 90% of the way to the close of the sale.
Get them to like you and you can sell them a lot easier. This is why using vulgar language, blunt thoughts, rude comments, you become unlikeable. You fool yourself into thinking you're a "straight shooter" as a way to rationalize no one likes you. Being likable is a social skill.
Once you are liked, then comes the opening salvo of your pitch. Make sure you use words that emotionally stir the other person. So the question remains. What's the required list of things to learn? Mental model? Read Incerto, Alchemy, The Master and His Emissary,
Understanding Media. That's a total of 8 out of 16 or so books. Again you're 90% there. From a style point of view, be clean, fresh, sharp, witty, funny, well mannered, polite, and never long-winded. The astute mind of yours might ask, how come Ase's math is so bad?
That's done on purpose. The remaining gap is spontaneous interactions. You read them, adjust, adapt, and work you magic. The rest is that you just can't learn this stuff from books. Alan Kay once said, 'perspective is 80 IQ points'. Stand where your customer is.
Emotionally connect and walk them back to where you are and want them to be. Sales will close faster than you can handle. Remember that yogi berra comments are rooted in the same frame of reference. 8/116 and you're 90% there. Get R DONE!
Remember when impressing females they want adventure, wit, humour, joy, and fun. They are asking you to engage with their parallel processing engine. That's why even when you're in a loving long term relationship, she still wants "excitement". Sales and courtship share a lot.
