Roger Dooley joins Will on this episode of the Salesman Podcast to discuss neuro-selling/marketing and how to pitch to your prospects emotions (which is where the decision is really made) rather than to their logical brain.
Getting Beyond Concious Motivators
The show is kicked off with Roger defining the concious and unconscious parts of the brain so we’re clear as to what we should be targeting with our sales pitches and why.
“95% of our brain’s decision making processes are non-conscious” – Roger Dooley
Roger then shares the steps the brain makes as it passes information around the different parts of itself. It’s important to know that the analytical part of things has to generally be in place before you can gain access to the emotional, deeper side of things.
“When you’re dealing with features, benefits and price, you’re dealing with only a small part of your customers brain” – Roger Dooley
The show is wrapped up with Roger giving Sales Nation some real, practical ways to put all of this into practice in their day to day dealings with prospects and current customers.
Roger Dooley is a speaker and author of Brainfluence: 100 Ways to Persuade and Convince Consumers with Neuromarketing, the popular blog Neuromarketing, and Brainy Marketing at Forbes.
He is the founder of Dooley Direct, a marketing consultancy, and co-founded College Confidential, the leading college-bound website. That business was acquired by Hobsons, a unit of UK-based DMGT, where Dooley served as VP Digital Marketing and continues in a consulting role.
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