Neuromarketing: Understanding the Buy Buttons in Your Customer's Brain (Google eBook)

Front Cover
Thomas Nelson Inc, Sep 30, 2007 - Business & Economics - 256 pages
11 Reviews

How can the latest brain research help increase your sales?

Because paople are inundated daily by an average of 10,000 sales messages, selling is now tougher than ever. That's why you need to learn what neuroscience has uncovered that will immediately increase your selling and influencing effectiveness.

Unveiling the latest brain research and revolutionary  marketing practices, authors Patrick RenvoisT and Christophe Morin teach highly effective techniques to help you deliver powerful, unique, and memorable presentations that will have a major, lasting impact on potential buyers such as:

  • The 6 stimuli that always trigger a response
  • The 4 steps to align content and delivery of your message
  • The 6 message building blocks to address the "old brain"
  • The 7 powerful impact boosters to set your delivery apart from the rest

Once you know how the decision-making part of the brain works, you'll quickly begin to deliver more convincing sales presentations, close more deals, crreate more effective marketing strategies, and radically improve your ability to influence others.

  

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Review: Neuromarketing: Understanding the Buy Buttons in Your Customer's Brain

User Review  - Tommy - Goodreads

Very simplistic overview. Decent concept of old brain - did not need to be 230 pages long. Read full review

Review: Neuromarketing: Understanding the Buy Buttons in Your Customer's Brain

User Review  - Goodreads

Very simplistic overview. Decent concept of old brain - did not need to be 230 pages long. Read full review

Contents

The Only Six Stimuli that Speak to the Old Brain
11
The Methodology Four Steps to Success
19
Step 1 Diagnose the Pain
25
Step 2 Differentiate Your Claims
41
Step 3 Demonstrate the Gain
49
Step 4 Deliver to the Old Brain
65
The First Message Building Block Grabbers
69
Message Building Block 2 Big Picture
97
Impact Booster 2 Your Credibility
137
Impact Booster 3 Contrast
167
Impact Booster 4 Emotion
173
Impact Booster 5 Learning Styles
183
Impact Booster 6 Stories
197
Impact Booster 7 Less Is More
205
Marketing Is Dead Long Live Neuromarketing
211
Selling to the Old Brain in Everyday Life
215

Message Building Block 3 Claims
105
Message Building Block 4 Proofs of Gain
113
Message Building Block 5 Handling Objections
119
Message Building Block 6 The Close
127
The First Impact Booster Wording with You
133
Resources
237
Acknowledgments
241
About the Authors
242
Copyright

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About the author (2007)

Patrick Renvoise grew up in France, where he received a Masters in Computer Science. Focusing his career on sales, he spent several years in global business development, first at Silicon Graphics, where he initiated, closed, and managed multimillion dollar international OEM agreements. He served as Executive Director, Business Development & Strategy at Kleiner Perkins, where he sold supercomputers and software to NASA, Shell, Boeing, BMW, and Canon.

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