David Priemer, Founder of Cerebral Selling and former Salesforce VP of Commercial Sales, blends science and empathy to transform sales leadership. A bestselling author and Adjunct Lecturer, David’s work has been featured in Harvard Business Review, Forbes, and more. Known as the “Sales Professor,” he brings over 20 years of high-growth leadership experience to the conversation.

In this episode of the Selling from the Heart Podcast, Larry Levine and Darrell Amy are joined by David Priemer, author of Sell the Way You Buy and founder of Cerebral Selling. Together, they explore the powerful intersection of emotion and authenticity in modern sales. David breaks down how buyer decisions are emotionally driven, even in B2B, and how sales professionals can tap into that by being human, intentional, and genuinely curious. With insights from neuroscience and psychology, David explains how the best sellers aren't pitch machines, but emotional architects who create memorable buying experiences rooted in trust. This episode is a masterclass on connecting with your buyer's heart before asking for their wallet.

KEY TAKEAWAYS

Feelings Drive Buying Decisions: Customers make purchases based on emotional resonance, not just logic or features.

Authenticity Builds Trust: Selling with empathy and authenticity helps establish credibility and long-term relationships.

The Buying Experience Is the Product: The way a client feels during the sales process often matters more than the product itself.

Embrace Curiosity: Asking better questions helps uncover emotional motivators and deepens connection.

Sales as Emotional Engineering: Top sellers shape the emotional narrative of the buying journey.

HIGHLIGHT QUOTES

"Selling from the heart means selling with humanity and authenticity."

"What are people actually buying? It's feelings."

"The experience is the product."

"Whether you believe or you don't, your customers can tell."

"We vote with our dollars in many cases as a signaling mechanism to the feelings we bought when we bought that product."

📌FOLLOW THE CONVERSATION
Learn more about David Priemer:
➡️David's LinkedIn: https://www.linkedin.com/in/dpriemer/

Learn more about Darrell and Larry:
➡️Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
➡️Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
➡️Website: https://www.sellingfromtheheart.net/

ADDITIONAL RESOURCES

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