This content was created by karen green. This content was uploaded by karen green. This is a YouTube speaker showreel titled "Karen Green Speaker Showreel 2024" (created 2024-07-29). The excerpt is an English presentation on "intelligent selling," arguing that most corporate buying decisions are emotion-driven and explaining how to elicit that emotion by profiling buyers from cues on websites and social media (including LinkedIn). The speaker advises tailoring sales approaches to individual personality types (e.g., detail-focused compliant profiles), accounting for generational differences, and adapting presentation style for individuals or groups.
Chapters
95% of corporate buying decisions base their decisions on emotion. So that's not facts, that's not figures, it's actually on emotion. How can we elicit that emotion? How can we talk to the buyer? I'm here today to talk to you about the art of intelligent selling. When we're selling to people, we need to understand the customer, and your customer is leaving clues everywhere for you, from what they put on their website, from what they do on social media, and how they speak. What's the business goals of that business? What are they trying to achieve? Because what's important for us when we're selling is how are we going to transform their business? What's What about the personal goals? So you understand what the company's looking for, you understand the person, so you know how you're going to adapt, but what about what they want? Are they there because they want to get promoted? Are they desperate to get out of the company and they actually couldn't give a monkey's about what you're presenting? What that does is it goes onto LinkedIn, it will analyse the personality of the person you're interested in. Tell you how to write your email, how to write your presentation. So compliant people are reserved, they're going to be task-focused, they tend to be technical people, quality control, they're very much into the detail. So if you want to sell to these people, you need to be thinking detail, detail, detail. There are actually now 5 generations of people in the workplace. How do you adapt your presentation so that you're actually meeting the needs of the generations as well? Because their cultural references are different, their experiences, their values are different. What style are you going to use? So if you're presenting and selling, do you stand up like this lady's doing and you're presenting all the numbers? Or do you sit and actually just have a chat? Or do you go out? Should we just go out? One of the questions I get when I present this idea is, what do I do if it's a group of people? You need to profile them all as individuals and then think about how can you meet the needs of everybody in the group.
