If you want to learn more about the neuroscience behind selling, this is the episode for you.
Fergal sits down with Silvia Li, founder of BrainSells Global, a company that blends neuroscience, co-creation, and commercial strategy to help companies close deals faster.
Silvia shares her unique journey from helping her father’s import-export business at age 10 to transforming the sales strategies of Fortune 500 companies. She chose sales as her career path, driven by a fascination with human connection, trust, and the psychology behind buying decisions.
Silvia challenges the traditional hunter vs. farmer sales mindset and shares how co-creation, neuroscience, and autonomy are reshaping modern sales.
She speak about the power of feedforward over feedback and unpacks strategies to overcome client radio silence and accelerate deal velocity.
Timestamps:
00:00 Intro to Silvia Li
00:56 Selling at the age of 10
02:18 Transition to a Sales Career
04:08 The Hunter vs. Farmer Debate
07:12 Building Skills and Crafting a Sales Career
08:58 The Birth of Brain Cells Global
11:21 Co-Creation and Client Engagement
16:19 Asking Different Questions
19:21 The Concept of Feed Forward
23:02 Shortening the Sales Cycle
27:16 Building Trust with Neuroscience
32:07 Get in touch with Silvia
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Connect with Fergal:
Website: www.sysvelocity.com
Contact: Get In Touch
LinkedIn: Fergal O’Carroll
Learn how to boost client retention and revenue with Fergal’s Key Account Planning Workshops
Connect with Silvia:
LinkedIn: Silvia Li
BrainSells: https://brainsells.com/