✌️ Neuroscience in Selling

Sorry for those who got this yesterday! Auto-post mistake! My fault!

As a seller, you’ve likely heard the terms “left-brained” and “right-brained” thrown around to describe different selling styles.

But what do these terms really mean, and how can understanding the difference help you become a better seller?

In this issue, we’ll take a look at:

- Characteristics of both

- Who tends to have the most success?

- Exercises to help you build both sides

If you’d rather watch a 63-second clip of me whiteboarding it - click the image below

Left-Brained Sellers vs. Right-Brained Sellers

Left-Brained Sellers:

Logical, analytical, detail-oriented

They rely on facts and figures to make decisions and thrive in structured and process-oriented sales environments.

Right-Brain Sellers:

Creative, intuitive, holistic

These sellers are highly adaptable and can think on their feet, making them ideal for ever-changing and unpredictable sales scenarios.

Who’s the better seller?

Left-brained sellers tend to have success in industries selling to personas where data and precision are key. They’re ideal for technical products or services where detailed specifications matter.

Right-brained sellers thrive in unstructured environments, like start-ups - where they’re forced to think on their feet, create processes on the fly, and wear multiple hats.

However, the most successful sellers often balance both sides of their selling brain.

They understand the importance of processes and data to inform their decisions, but they also leverage creativity to think outside of the box, differentiate, and come up with new ways to solve prospect and customer problems.

That being the case, let’s look at a few exercises to build both.

Left-Brain Exercises:

Define Your ICP and Segment Your Territory (Here’s a detailed overview by Gong)

Own & Track your metrics (Check out this activity calculator from Clari)

Build a territory SWOT analysis (Strengths, Weaknesses, Opportunities, Threats)

Practice spotting trends within historical data and forming a hypothesis on the “why”

Right-Brain Exercises:

Active Listening Exercises (This one’s my favorite)

Google Image Story Improv (Have a partner pick any Google image for you. You then have 3-min to tell a story using that image)

Mindmap brainstorming session (Not familiar with mindmaps? Check this out.)

Drawing - research has shown building a daily drawing habit improves creativity, problem-solving and can even help you become a better communicator. Here’s a simple exercise you can try.

In conclusion - the best sellers not only have a balance between Left and Right brain tendencies, but they also ‘intentionally’ work on improving both.

If you don’t…

You’re ‘intentionally’ taking on the risk of losing to those who are.

That’s all for this week. See ya next Saturday.

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You can check past issues here. ✌️