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

Make sure as always to share this episode with someone who you think will find it helpful and rate the show if you enjoyed!

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/