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Using the word YOU makes your customers take ownership of your solutions. The Reptilian Brain is self-centered, so the best way you can help your prospects understand “what’s in it for them” is to use or say the word YOU. By wording with YOU, your customer’s Reptilian Brain will unconsciously experience owning and using your solution. Your messages instantly become more personal and the customer will feel you are genuinely interested in helping solve their PAIN.
Your passion, energy and conviction can be sensed by the Reptilian Brain of your audience. The SalesBrain method will teach you how to maximize your overall impact by mastering 6 credibility factors: Creativity, Fearlessness, Passion, Integrity, Accessibility, and Expressiveness.
When you create a sharp difference between the PAIN your customers experience before your solution, and the relief of the PAIN with your solution, you create more impact on the Reptilian Brain because contrast is the fuel of decisions. In the absence of contrast, especially when customers have difficulty distinguishing between your solution and others, the decision making process stalls.
Customers often forget how painful their problems really are. Reenact their PAIN and make it personal. Strong emotions create a cocktail of hormones in the brain that act as a memory maker and as a decision trigger.
Vary Learning Styles
Most messages are only auditory. If you include the two other learning styles, Visual and Kinesthetic, you will keep your audience engaged. Varying learning styles keeps the Reptilian Brain attentive and gives every member of the audience an opportunity to receive information through the channel they are most comfortable with.
Because the Reptilian Brain cannot differentiate between reality and a story well told, stories are soft, but highly effective influencers. Good stories make a concept visual and tangible. A good story can make your presentation personal and generate powerful emotions in your audience.
Aim for Less
Make every second, every object, every word of your message count. You must remove everything from your message that has no direct value to your customers. Moreover, customers will appreciate that your messages can be delivered in half the time, but with more impact!
Take the Next Step with SalesBrain
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Learn about the field of neuromarketing and see what science is telling us about your prospect’s decision making process.
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