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TV Expert Interviews / Improve Sales Skills / May 3, 2020 / Posted by Steve Gavatorta / 1876

Sell Better With Behavioral Analysis Tools (video)


There are many different behavioral and value analysis tools out there, like the Meyers Briggs and Enneagram tests, emotional intelligence tools, and others. Many people deem these assessments as helpful, both in personal and professional realms, but they can be truly invaluable when it comes to creating trust with your clients and building relationships with prospects. Steve Gavatorta, interviewed by John Golden, explores how to use these behavioral and value analysis tools to become a better salesperson, sales leader, or sales manager.

This expert sales interview explores:

  • The importance of building trust in the sales process
  • Learning about yourself to learn about your client
  • Using your brain to make changes

Building Trust:

Whatever you do, be it leadership, sales, management, or marketing, trust is the most foundational part of any relation. In sales, if your customers don’t trust you, they’re not going to open up and share their needs, and if they’re not sharing their needs, you can’t articulate the ways that your product or service can solve their needs, and you’re not going to be able to align relevant solutions.

Know Yourself, and Your Client:

Many people use-value and behavior assessments in order to understand themselves, but they can also be very helpful in getting to know your clients.

Better Brains:

There are two important parts of the brain, the limbic system, and the cortex. The limbic system is where our emotions are. As babies, we function largely out of the limbic part of the brain, where our response to an adverse situation is going to be strictly emotional, and trigger a freeze, flight, or fight reaction.

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist, he has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

About Author

Steve Gavatorta, CPBA, CPVA, EQ & MBTI Certified is owner of the Steve Gavatorta Group, specializes in empowering individuals and organizations in identifying, developing, and exceeding performance goals. Steve Gavatorta, is author of In Defense of Adversity: Turning Your Toughest Challenges Into Your Greatest Success.

Author's Publications on Amazon

“Highly successful people know how to ‘grind’ in the face of adversity – how to stay persistent and determined despite obstacles. In "Defense of Adversity" gives readers skills and strategies that lay the perfect foundation for grinding through obstacles on their way to reaching their…
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The key point in the "Reach Out Approach" is first understanding yourself and then understanding others so you can leverage the relationship for mutually rewarding purposes. By aligning your style and delivery to your listener you create both understanding and retention for your desired results.
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