The Art of Non-Salesy Selling with David Priemer
Recent shifts in sales strategies are signalling a definitive move away from high-pressure tactics. Old-school, aggressive tactics that once dominated are quickly becoming relics of a bygone era. In the latest episode of Tuesdays with Morrisey, host Adam Morrisey explores the art of selling with David Priemer, the founder of Cerebral Selling and author of Sell the Way You Buy and The Sales Leader They Need. David’s approach to sales is refreshingly straightforward: treat customers the way you’d want to be treated. With a background in atmospheric science and nearly two decades in sales leadership, David brings a unique mix of analytical thinking and empathy to modern sales.
The episode delves into David’s philosophy of understanding the customer’s problems, why empathy is essential in sales, and how outdated tactics no longer work. David also shares insights from his time leading sales teams at Salesforce, and discusses the importance of coaching and building trust with customers. Check out some key takeaways below.
Key Takeaways:
Sell Like a Person, Not a Salesperson: David points out that nobody enjoys feeling like they’re being “sold to.” The typical sales process often feels pushy and scripted. Instead, he suggests approaching the customer’s problem like you would in a regular conversation—by listening carefully and responding thoughtfully, without applying unnecessary pressure.
Focus on the Problem, Not Just the Solution: One of David’s key ideas is that the most effective way to connect with a customer is to understand and explain their problem even better than they can. By doing this, you show genuine insight into their challenges, which opens the door to more meaningful discussions and real solutions.
Build Trust Over Time: Rather than going after quick wins, David emphasizes the importance of building trust gradually. Whether it’s sharing helpful advice, resources, or just offering value without strings attached, these gestures help establish a stronger foundation for future interactions and better outcomes.
Move Away from Old-School Sales Tactics: David calls out outdated sales methods—many of which come from what he calls the “Cobra Kai Paradox”—that rely on high-pressure and aggressive approaches. He advocates for a more thoughtful and customer-focused approach, one that resonates better with today’s buyers.
Lead with Empathy: In The Sales Leader They Need, David stresses that great sales leaders aren’t just focused on hitting targets—they invest in their team’s development. By offering genuine coaching, constructive feedback, and accountability, leaders can help their teams grow both professionally and personally.
David Priemer is a seasoned sales leader and author who applies a scientific approach to sales training, emphasizing empathy and effective execution. With over 20 years of experience, including significant roles at Salesforce and contributions to major publications like Harvard Business Review, David has pioneered methods that enhance customer engagement and sales performance. His notable works include bestsellers Sell The Way You Buy and The Sales Leader They Need, both of which focus on transforming sales practices and leadership in the industry.
Article written by MarketScale.
