Stories of Selling Human Stories of Selling Human How People Make Decisions - David Priemer, Chief Sales Scientist Cerebral Selling - Stories of Selling Human

Episode 21

Published on:

30th Sep 2020

How People Make Decisions - David Priemer, Chief Sales Scientist Cerebral Selling


The art of sales requires deep thought and curiosity about how people reach decisions. We all hate pushy salespeople yet we all like buying certain things. You can probably think of a delightful experience buying something. Those delightful experiences and why we make those decisions is what we break down on this episode with David Premier.

You'll learn simple frameworks in our business an personal lives of how we tend to make decisions and how you can influence those decisions using the psychology of decision making.

Today, as the Founder and Chief Sales Scientist of Cerebral Selling, David's unique science and empathy-based approaches to driving revenue and talent growth have been published in the Harvard Business Review as well as Forbes, Entrepreneur, and Inc. magazines. Often referred to as the "Sales Professor", David is also the author of the Bestselling book, Sell The Way You Buy, and an Adjunct Professor at the Smith School of Business at Queen's University.

Key Takeaways by Time!

  • How David's perspective on sales formed similar to engineering only with human variables (4:00)
  • If we want to see how we sell well we have to attune ourselves to the way people buy (6:29)
  • 3 Things Jay would focus on if he was coaching sales people as a sales sensei (9:54)
  • Why you can learn empathy and how (12:30)
  • Why ROI is confused with Value (17:54)
  • Knowing where peoples head might be at (28:05)

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About the Podcast

Stories of Selling Human
We all want to be heard, seen, and understood. This podcast shares stories of how all humans sell just by being great humans.
I believe that all people want to be heard, seen, and understood. But how do we get people to hear, see, and understand us effectively? Salespeople train themselves on techniques to do this but there are people doing it well without the word sales showing up anywhere in their job title or job description. This podcast is designed to help us hone our human skills, understand subtle similarities between non-sales people and salespeople, and show how we can learn from both groups the next time we need to create change and sell by being human.

You will learn from people throughout all walks of life. Nurses, coaches, janitors, event planners, HR executives, and architects. Just to name a few. We'll contrast them with trained sales people to show similarities and differences. There's an art to human connection and sales. We all do it differently and we can all learn from our every day human interactions.

Please contact me and let me know who you see in your life selling by being human! I want to shine a light on them.

About your host

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Alex Smith

I've been in professional sales for over 15 years. I was the guy running around in your neighborhood with coupon cards door to door. I've lead full sales cycles involving six figure media partnerships. I love sales and I also love how humans connect. I love fostering connections that make people feel inspired and fulfilled to do their best work. We all sell by being human not despite it. I'm originally from Omaha, NE, and my childhood was always surrounded by people that looked different than me and I was always curious on what their lives where like. The person in my life who was the very best at selling by being human will always be my dad, former one-time insurance salesman, Smithsonian curator, but his true calling was as a lifetime teacher and college history professor. My hero, Dr. Alonzo Smith, PHD.