Sales Performance

In today’s competitive market, sales professionals need every edge to stay ahead. Traditional sales training often emphasizes slides, bullet points, and generic product knowledge. However, integrating insights from learning science can significantly enhance sales performance.Learning science has been ignored in sales training. Let’s explore how embodied cognition, sensorimotor contingency theory, and narrative transportation theory can transform your sales strategy.

Embodied cognition is the idea that our thoughts and understanding are shaped by our physical experiences. In the sales context, this means that how we physically interact with our environment and clients can influence our effectiveness.

Sensorimotor contingency theory suggests that our perception is closely tied to our actions and the feedback we receive from the environment. For sales professionals, this means the ability to adapt and respond to client cues is crucial.

Narrative transportation theory posits that people become more engaged and persuasive when they are immersed in a story. Stories can transport clients into a narrative world where they can envision the benefits of a product or service.

Integrating Learning Science into Sales Training
To harness the power of these theories, sales training programs should incorporate practical applications of learning science.

Dr. Christopher David Kaufman – I help organizations assess their skills and choose a new direction which utilizes the full-range of talents in your teams and your resources most productively.

Integrated Mind & Body Sales Training

I train the reptile brain.Turning hesitant thoughts into rapid successful habits.

Sales enablement & training

My clients are often surprised by the possibilities we present to them; by thinking outside the box we present exciting new ventures:

  • Workshops on Body Language and Role-Playing
  • Custom Storytelling Exercises
  • Simulating Scenarios and Improvisational selling
  • Hone sharp leadership skills to manage your team
  • Using vivid, sensory-rich language to describe product benefits
  • Identify opportunities to incorporate embodied, sensorimotor, and narrative elements.

Research beyond the sales plan

Body Language and Gesture: Research shows that confident body language can enhance the speaker’s own confidence and persuade clients. Practicing expansive gestures and maintaining an open posture can make sales pitches more compelling.

Simulating Scenarios: Role-playing sales scenarios helps salespeople embody the sales process, making it more intuitive. By physically acting out different situations, salespeople can better prepare for real-life interactions, leading to more fluid and natural conversations.

Active Listening: Effective salespeople use active listening techniques to pick up on verbal and non-verbal feedback from clients. This helps in tailoring responses and offers that resonate more with the client’s needs.

Interactive Demonstrations: Instead of static presentations, engaging clients in interactive product demonstrations allows salespeople to adjust their pitch based on client reactions, making the interaction more dynamic and persuasive.

Storytelling Techniques: Integrating storytelling into sales pitches can make presentations more relatable and memorable. Stories that highlight real-life success cases or client testimonials can help prospects visualize the value of a product.

Creating Emotional Connections: Stories can evoke emotions, which are powerful motivators in the decision-making process. By weaving in emotional elements, salespeople can create deeper connections with clients, making the sales pitch more impactful.

Sales Training Market

A strong sales training plan requires going beyond intuition and experience, and supporting your idea with fact-based market research.Sales leaders need to have confidence in your understanding of the science of sales, so don’t let yourself down by skimping on research. We have access to fee-based, subscriber-only resources such as:

  • Sim-splice – Article and News Research on Simulation Training
  • AI-Sales Business – Company and Industry Research
  • Moovers – Body and Mind Performance Research
  • IRISpace – Audio/Visual Learning Research
  • Eve-Brite – Training Event News
  • Plombett – Academic Leadership Research

Competitor research & analysis

how can I help you?

Contact me as soon as you can or submit a business inquiry online.

Chris, thank you very much for your well researched presentation info. The content exceeded my expectations. I appreciate you for all that you do!

Doug M.
CEO, Q87 International

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