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TV Expert Interviews / Improving Sales Team Performance / Aug 11, 2023 / Posted by Adele Spraggon / 82

The Art of Listening: Shifting Mindsets for Sales Success (video)


Rewiring the Brain for Better Decision Making: A Conversation with Adele Spraggon

As the host, I had the pleasure of interviewing Adele Spraggon, a renowned behavior change expert, award-winning author, international speaker, and trainer. Our conversation revolved around the fascinating topic of how our brains make decisions and how we can upgrade our decision-making processes.

The Power of the Subconscious Mind

Adele and I delved into the role our subconscious mind plays in decision-making. She explained that most of our decisions originate from the subconscious regions of our brain, which are formed based on the actions and situations we encountered in our early years. These subconscious patterns become ingrained in our brain and continue to influence our decisions as we grow older.

Addressing Negative Voices in Sales

We also tackled the negative voices and stereotypes surrounding sales, which often create discomfort and resistance in sales conversations. Adele emphasized the importance of addressing emotions and using emotion-based language to make people feel more comfortable. By asking how someone is feeling and focusing on their body sensations, salespeople can create a more open and relaxed environment.

Understanding Triggers

Adele explained that triggers occur when a pattern from the past is triggered in our brain, causing an emotional reaction that may not be related to the present moment. Recognizing and addressing these triggers internally can help regain control of the situation.

Overcoming Anti-Selling Patterns

Adele shared her experience working with individuals who initially had strong anti-selling patterns but eventually learned to love sales by understanding how to work through their patterns. She highlighted the joy of seeing these transformations and the importance of shifting our mindset from “how can I sell this product to this person?” to “is this person the right fit for me as a client?”

The Power of Listening and Asking Questions

We discussed the power of asking follow-up questions and the value of clarifying what the other person has said to show respect and understanding. Adele emphasized the importance of listening in sales conversations and shared her experience with sales training and how following scripts and rigid guidelines hindered her ability to truly listen and connect with potential clients.

Rewiring the Brain: A Four-Step Technique

Adele introduced her four-step technique for overcoming sales anxiety and rewiring the brain. The first step is to identify the pattern of anxiety, including the physical sensations, emotions, and thoughts associated with it. The second step is to acknowledge and own the pattern as something separate from oneself. The third step involves deconstructing the neural pathway that creates the pattern, which Adele compares to an electrical charge running through the brain.

A Call to Action: Adele Spraggon’s Book

I enthusiastically encourage you to get Adele Spraggon’s book, which emphasizes the importance of giving oneself every advantage. I believe in the power of rewiring patterns and direct you to find more information in the podcast episode description. I express my gratitude to Adele for her insights and thank you for watching and listening. I promise to return with more valuable content in the future.

In conclusion, our conversation with Adele Spraggon provided valuable insights into understanding how the brain makes decisions and the potential for upgrading it to make better choices. We explored the significance of subconscious patterns, negative voices related to sales, and the importance of addressing emotions and triggers. Adele Spraggon shared her expertise on rewiring the brain to create positive change, a topic that I believe can transform our decision-making processes.

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

Adele Spraggon is an award -winning author, a thought leader, an international trainer and a fearless speaker. In 2020, she was awarded the Woman of Inspiration: Customer Experience Award, and in 2021, she was recognized as the Top Behavioural Expert of the Year by IAOTP: International Association of Top Professionals. In May of that year she was featured on the cover of the T.I.P Magazine: Top Industry Professionals magazine.


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