The behavioural edge behind top sales performers | EP3

Most sales teams have access to the same CRM, tools, and sales training. So why is there a significant gap between top performers and the rest of the team? Bestselling Author, Sales Trainer, and Negotiation Coach Gavin Presman joins Jonathan Cannon and Dr Stewart Desson to explore why behavioural adaptability is one of the most overlooked skills in sales and how understanding both yourself and your buyers can transform sales performance. Drawing on his 15+ years of experience, Gavin shares practical guidance on: ✅ Why top performers adapt rather than rely on a single sales style ✅ How to recognise different buyer preferences and communication styles ✅ Why pressure causes sellers to become less effective ✅ How behavioural awareness improves questioning, listening, and trust-building ✅ Practical ways to help sales teams stay effective under pressure ✅ The behavioural skills that separate top performers from the rest This is a must-listen for sales leaders, sales trainers, coaches, and anyone looking to develop more adaptable, high-performing sales teams. Explore more resources related to improving sales effectiveness for your own personal development or within in your organisation here: https://luminalearning.com/podcasts-a... Subscribe to our monthly newsletter for the latest episodes and resources connecting behaviour to performance: https://luminalearning.com/newsletter... Follow us on LinkedIn:   / luminalearning