Neuromarketing

THE SEVEN IMPACT BOOSTERS
1. Wording with “You”
2. Your Credibility
3. Emotions
4. Contrast
5. Varying Learning Styles
6. Stories
7. Less Is More

4. Proofs of Gain
5. Handling Objections
6. The Close

THE SIX “SELLING TO THE OLD BRAIN” MESSAGE BUILDING BLOCKS
1. Grabber
2. Big Picture
3. Claims

Conquer the old brain’s doubts with tangible proof of gain through hard evidence: relevant customer testimonials, demonstrations, contrasting data, and/or a compelling vision.

The law of social reinforcement stipulates that if we become aware that other people have already accepted a solution to an idea, our natural response will be to more easily accept this solution or idea for ourselves

Find one or several unique attributes about your solution so you can strongly assert your claims. Claims that eliminate the strongest principal pain of your prospects will best motivate them to buy from you.

“We are the only provider of . . .”

four Rules of Dialogue: (1) suspend judgment, (2) listen deeply, (3) challenge assumptions, and (4) inquire and reflect.

4. INQUIRE AND REFLECT

PRINCIPLES OF EFFECTIVE DIALOGUE
1. SUSPEND JUDGMENT