Emotionally Connecting with Your Buyers with Richard Rivera

In this curated episode of the Revenue Builders Podcast, John
McMahon and John Kaplan dive into the crucial aspect of
emotionally connecting with buyers. Joined by veteran sales
leader and author Richard Rivera, they explore the science behind
buyer decision-making and the importance of understanding the
emotional journey buyers go through. Rivera introduces the
concept of the buyer decision path, emphasizing the need to
disarm the survival instincts of buyers before engaging their
thrive state and intellectual brain. Through insightful
discussions and practical examples, listeners gain valuable
insights into reshaping their sales approach to prioritize
emotional connection and drive successful outcomes.


KEY TAKEAWAYS


[00:00:26] Understanding the science behind emotionally
connecting with buyers is crucial for sales success.
[00:01:36] The buyer decision path consists of survival, thrive,
and think stages, reflecting the evolution of the human
brain
[00:04:05] Disarming the survival brain by addressing the buyer's
problems is essential to establishing emotional connection
[00:06:20] Prioritizing emotional connection before intellectual
engagement is key to effective sales strategies.


HIGHLIGHT QUOTES


[00:02:40] "The natural human response is to push back and
protect itself... When anyone or anything presents a threat or
even a new opportunity to us, it comes across as a threat and
they have to protect themselves against it."
[00:04:52] "Here's the problems that I saw for help me understand
how you might relate to any of these. And it frames up the
discussion in a very disarming way."
[00:06:01] "Before this buyer is going to spend energy and invest
in really understanding the intellectual parts of my value
proposition, I've got to disarm their survival brain by attaching
to the problems they care about."


Listen to the full episode with Richard Rivera
through these links: 



Developing Buyer Champions with Richard Rivera Part
1:
https://podcasts.apple.com/us/podcast/revenue-builders/id1610203369?i=1000610878740


Developing Buyer Champions with Richard Rivera Part
2:
https://podcasts.apple.com/us/podcast/revenue-builders/id1610203369?i=1000611697594



Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4


Check out Force Management’s Ascender platform here:
 https://my.ascender.co/Ascender/