Unlock the power of your right brain for sales success!

Are sales techniques making you dread the sales process? Yes, it can be a gruelling experience. There are times that we may find ourselves at a loss, trying to promote ourselves and what our company does. That's because conversations we carry are usually rigid and linear. We are following a strategy or a script, losing our motivation, going completely against the idea of having a relaxed and free flowing conversation.?

What governs these linear processes, is our logical left brain. Our "right brain", on the other hand, is organic and intuitive. It is the right brain which we use for speech and empathy, no pun intended.?

So why do we turn off this very skilled part of ourselves when we're doing exactly that with sales techniques? Remind yourself you're having conversations and engaging in some kind of relationship with a fellow human? It’s not all about the end goal of making a sale.?

Well, we've been trained out of it. We've pushed back the flow of our intuitive, right brain abilities in our sales techniques. We've swapped it for logically taught sales scripts and strategies, opening and closing "lines."?

We've become less human in the conversational part of our sales techniques, at this point it doesn't surprise me that we even feel automated systems are replacing us. All the intuitive elements and gut feeling have been taken out of the process. We're focused on the sale, not on the person. We become like machines, generating automatic dialog from a theatre script rather than actually conversing.?

To apply the power of our right brain, bring us out of that place into real person-to-person contact, below I have 5 strategies to help you be more in the right brain:?

1. The right brain is interested in process, not outcomes.?

Before you go into your sales conversations, make sure your focus isn’t on making the sale. That’s the goal. Putting all of your focus on a goal sabotage your enjoyment of the process itself. Therefore, think to yourself, “My goal is not to make the sale but to create a conversation based on how I can help the other person.”?

2. The right brain is intuitive, not calculating or manipulative?

When you’re in your conversation with a potential client, avoid changing whom you are in order to secure the sale. Be your everyday relaxed self -- as if you’re calling a friend. There’s no need to be “on stage” or artificially enthusiastic. The right brain is genuine, normal, relaxed, and decidedly non-artificial. This is a great way to be when talking with potential clients. People know when you’re being genuine and when you’re not. Thus, they always respond much more positively to someone who’s being “real.”??

3. The right brain is flexible rather than linear?

Throw out your linear sales script and strategies. Generate a spontaneous conversation based on the problems you can help the other person solve. Allow your conversations to “breathe.” Allow the topic to wander a bit from time to time.?

4. The right brain sees things holistically?

View the person you’re calling as another person, not a “prospect.” Let go of the “buyer-seller” mentality. You are not wanting to “get” a sale from somebody. Your focus is on the bigger picture, which includes the wellbeing of your prospect as well as yourself.?

5. The right brain is open-ended, not rigid?

Don’t worry about driving the conversation forward. Instead, open with a statement that focuses on a problem you can solve and invites a response like, “What do you mean?” or “Tell me more.” When you start tapping into the power of your right brain, you’ll start to have fun. You’ll be amazed at how people respond to you. What’s more, at the end of the day you won’t be burned out. You’ll be energized and truly happy. ?

This is the power of your right brain. ?

You will start to find yourself less tense and more fluid. You can lose that irritating "salesperson" tone that drives prospects away. Be normal, speak with better ease, and let a conversation have its own pace and focus.?

If you do this, you'll find people responding to you more naturally, and they won't feel hounded. Most people enjoy engaging conversation, whatever package it comes in. Don't worry about a conversation wandering a little. In fact, welcome it. Use it to consider how you are introducing yourself to the mindset of your potential client.??

This will prepare you to better acquaint you to the problems they deal with and the solutions your product may serve, if any. Otherwise, many people really do genuinely enjoy the opportunity for pleasant connection, whether interested in buying or not?

Ari Galper is the World’s #1 Authority on Trust-Based Selling and the creator of Unlock The Game?, a new sales mindset that overturns the notion of selling as we know it today. His personal insights on how to build trust between buyers and sellers continues to break new ground. Thousands of Business Owners worldwide have been transformed by his trust-based sales approach. Get access to his "Stump The Guru" podcast recordings here?www.UnlockTheGame.com/Podcast?and watch his Trust-Based Selling Masterclass at?www.UnlockTheGame.com/Video. For a Complimentary Sales Growth Consultation, apply at?www.UnlockTheGame.com/FreeConsult.