The Sales Evangelist: Sales Training|Speaking|Business Marketing|Donald Kelly

Many sellers discover that their perfect pitch is not working because, as they work to build value, they are appealing to logic rather than emotion. We're devoting the whole month to a discussion about building value, and some of today's information comes from the book The Transparency Sale written by Todd Caponey. Todd will visit with us on the podcast in the near future, but today we'll talk about the decision-making process and the role our brains play. Brain power Every day, we engage in activities every day that are so routine that we don't even think about them. When we drive to work, we put a seatbelt on without even thinking about it. When we back the car up, we put our arms over the seat beside us and then look backward. You're able to listen to this podcast while you're driving because you don't even have to think about driving. Todd talks about three levels of the brain, which you may have heard of before. The reptilian part, the limbic part, and the neocortex. The reptilian portion is the core or