The Science of Sales

Trust lies at the foundation of all sales. In this course, former Genentech senior leader and Braintrust founder Jeff Bloomfield taps the world of neuroscience to explain the science of trust and help you determine your own trustworthiness as a salesperson. He reveals the parts of the brain that are triggered in the buying process, and provides a customer-engagement model that presents solutions in such a way that customers will close the sale themselves . . . every time. Gain a deeper appreciation of the human brain and a new way of communicating with your customer.

Learning objectives
Describe the characteristics of transactional and relational selling.
Articulate the steps in the trust continuum.
Differentiate the areas of the brain for decision-making, and the chemicals released in different situations.
Distinguish between the five neuro-elements.
Interpret the elements of a “My Why” story and “Company Story.”
Identify the most important job of a sales professional.