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TEDxRdam talk - Willem Verbeke
sales person
the best sales person
people by coaching and attention
dont be smart
be
empathic
understanding and attentions
Willem Verbeke
professor Sales & Account Management at EUR
successful people
watch small things in detail
sience
sigmund freud
gerard zaltman
back to overview
framework neuro economics
conciuos
pony
unconcious
elephant
economics
biomarkers
steve jobs in sales
experiment
FRMI scan
brain activity
'high' sales people
big difference between sad/happy
they seem to care
'low' sales people
no difference between sad/happy
so it seems that they don't care
example
listen to steve jobs
is it hurts me
it probably hurt other people as well
feel other peoples pain
highly customer oriented
highly developed
mirror neuron system
precuneus, dancing, have feelings, feel your fear
heidegger
begin in the world
look how people stand in the world
1 undertand perspectives of customers
2 excitement in converstayion
3. pasison and flow
summary
better sales peoples minds
solve a problem, 1 feel it, 2 system in brain to feel pain, 3 feeling is doing, 4 many sales people dont feel the pain
1 look at engineers, Dutch are smart, train engineers to look at problems of customers
