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

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

Format:  Hardcover,

243 pages

Edition: Revised

Publisher: Harpercollins Christian Pub

Publish Date: Oct 2007

ISBN-13: 9780785226802

ISBN-10: 078522680X

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Book Information

The following content was provided by the publisher.

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 Renvoise 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.

Specifications

Publisher: Harpercollins Christian Pub
Publish Date: Oct 2007
ISBN-13: 9780785226802
ISBN-10: 078522680X
Format: Hardcover
Number of Pages: 243
Shipping Weight (in pounds): 0.85
Product in Inches (L x W x H): 6.25 x 9.0 x 1.25

Chapter outline

Forewordp. vii
Prefacep. xi
Introductionp. 1
Three Brains, One Decision-Makerp. 5
The Only Six Stimuli that Speak to the Old Brainp. 11
The Methodology: Four Steps to Successp. 19
Step 1: Diagnose the Painp. 25
Step 2: Differentiate Your Claimsp. 41
Step 3: Demonstrate the Gainp. 49
Step 4: Deliver to the Old Brainp. 65
The First Message Building Block: Grabbersp. 69
Message Building Block #2: Big Picturep. 97
Message Building Block #3: Claimsp. 105
Message Building Block #4: Proofs of Gainp. 113
Message Building Block #5: Handling Objectionsp. 119
Message Building Block #6: The Closep. 127
The First Impact Booster: Wording with "Youp. 133
Impact Booster #2: Your Credibilityp. 137
Impact Booster #3: Contrastp. 167
Impact Booster #4: Emotionp. 173
Impact Booster #5: Learning Stylesp. 183
Impact Booster #6: Storiesp. 197
Impact Booster #7: Less Is Morep. 205
Conclusion: Marketing Is Dead; Long Live Neuromarketingp. 211
Selling to the Old Brain in Everyday Lifep. 215
Resourcesp. 237
Acknowledgmentsp. 241
About the Authorsp. 242

Book description

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 Renvoisé 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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