Nation! a water treater must wear many hats. You have to be fluent in plumbing, electricity, chemistry, physics, and even psychology, to name a few. Our job never gets boring. We are always learning and taking on new challenges. One of the duties that I didn’t mention in the list above was sales. It doesn’t matter what you are doing in your job; you are always selling something. It could be your service, yourself, or even the actual account. To be successful in water treatment, we must all sell.
Our guest today is Bryan Gray. Bryan teaches others how to sell more effectively by using the psychology we know about the brain. He also addresses why we need to be concise with our sales messages to navigate through a multi-person decision. Today, it seems that with the internet, everyone is an expert. So, Bryan helps us understand how to address that and how to use that to our advantage. The key questions we must answer for potential clients are, “Why you?” and Why now?”. Bryan Gray and his team at the Revenue Path Group offer a free e-book called Sales is Broken: Surviving & thriving through the tectonic shift in the Age of Acceleration. It will provide more information as you dig deeper into this subject.
I’m sure you will get some great ideas from today’s episode.
Timestamps:
Radical Polymers [00:12]
Technical Training Schedule [04:05]
Fundamentals of Selling [10:28]
The Limbic Brain [16:03]
The Transition [0:20:14]
How Does The Brain Work? [23:18]
Failure Point [30:19]
Prioritize Decision [31:50]
Helpful Tips [33:49]
Bryan Gray’s Presentation [37:25]
Quotes:
“When the pain of staying the same is greater than the pain of change, a potential client will make a decision.”
“70% of the buying journey is done alone in this age of the internet. Technology makes it difficult to differentiate yourself.”
“It’s not what you say to a prospect. It’s what they hear.”
“The most critical questions to answer when speaking to a prospect are ‘why should they choose me?’ and ‘why should they choose me now?”
“What motivates your prospective client? Then begin to elevate the threats that you eliminate.”
Connect with Bryan Gray
LinkedIn: in/bryansgray
Instagram: @revenuepathgroup
Website: www.revenuepathgroup.com
Books Mentioned:
At Home: A Short History of Private Life by Bill Bryson
Beastie Boys Book by Michael Diamond and Adam Horovitz
