Presentation discussing the benefits of right brain selling versus left brain selling techniques. The presentation shares ideas on how to accomplish right brain selling and why it is important for sales success.

1. Right vs.
Left
To which side of the
brain
are you selling?

2. You’re thinking but your client is
this... thinking this...

3. Attitude
versus
Perception
Think V8

4. How decisions are made
Choices we make are
80
based on about:
80 percent emotion
and
20
20 percent logic
Emotion
Logic
Source: Storyselling for Financial Advisors

5. Typical Selling Approach
Linear Path
A B C D
• A = Our Product which we see as Answer
• B = Why we think others should Buy our product
• C = We add Compelling reasons to buy
• D = Get a Decision
Typical Positioning Video
Source: Storyselling For Financial Advisors

6. Right Brain Selling Approach
Intuitive Leap Path
A B C D
• A = Our Product which we see as Answer
• B = Why we think others should Buy our product
• C = We add Compelling reasons to buy
• D = Get a Decision
Source: Storyselling For Financial Advisors

7. Left Brain vs. Right Brain 101
Left Right
 Analyzes  Creative
 Logical  Takes risks
 Sequential  Imagines

8. Partnering With Prospects and Clients
Let’s talk about you!
Shift of Focus Video
…

9. Setting The Stage
Quick tips:
1st – Get to know
your client
2nd – Recommend
solutions
Lighten up!
Don't take yourself
Ask questions like... too seriously.
“Tell me about yourself.” Avoid jargon.
“What are your goals?”
Why Set The Stage Video

10. Selling To Each Side
Left learning style Right learning style
 Explanation  Stories
 Discussion  Metaphors
 Debate  Analogies
 Reasoning  Illustrations

11. Your most powerful tool:
“The Story”
Definition of Storyselling:
Using simple illustrations,
anecdotes and metaphors to
simplify matters, not complicate
them.
-Scott West & Mitch Anthony

12. Be like...Warren
Warren Buffet on
Companies
to Invest In
“Wonderful castles, surrounded by deep,
dangerous moats where the leader inside is an
honest and decent person…”
Source: Berkshire Hathaway Annual Meeting 1995

13. Metaphor
definition: a figure of speech in which one thing is
spoken as if it were another
“world is a stage” “a sea of troubles”
-William Shakespeare

14. Analogy
definition: a similarity between like features of two
things, on which a comparison may be based
For example:
The comparison of
a human heart to a
pump.

15. Illustration
definition: an example that helps make something
clear

16. Right Brain Sales Pitch On Investing
1. Select topic: Investing in a down market
2. Identify challenge: Diving in when conditions appear at their worst
3. Make connection: Acapulco cliff divers jumping into the water when
the water appears to be most shallow is kind of like investing when the market
is down
4. Recommend a solution: Sometimes the best time to act may be
when conditions appear to be at their worst

17. Top 10 ways to sell the right side
10. Talk less, listen more
9. Don’t fear the stick figure
8. NAP (No acronyms, please!)
7. Use charts and numbers to support
stories and pictures
6. Power of the question

18. Top 10 ways to sell the right side
5. Make them laugh
4. Remember the “7-38-55 rule”1
3. Once upon a time...tell stories
2. Use metaphors and analogies
1. Left-brain stimuli ≠ right-brain
responses2
1
Research conducted in 1971 by Dr. Albert Mehrabian
2
Storyselling for Financial Advisors

19. Quiz
What percentage of right-brain functions are needed for
sales success?
(Select one of the following choices)
A. Less than 10 percent
B. 25-35 percent
C. 65-75 percent
D. 80-90 percent
Source: Storyselling for Financial Professionals

20. Right Brain Done Right Video
Rodney Jones
Thank You For Your Attendance
Questions?