It is essential that sellers and salespeople understand how crucial emotions are to decision-making and how to simulate your B2B buyers’ emotions.
Although, your limbic system or emotional brain, which stores and remembers past experiences, is thought to have developed out of the first reptilian brain. The orbitofrontal cortex connects the feelings generated by the ‘old brain,’ limbic system and is responsible for integrating deep-seated emotions into decisions. Recent advances in research from neuroscience, evolution, medicine, and psychology, have shown that the brain biochemistry emotional signals are felt throughout the body, including the gut, the heart and the head. We all experience bodily sensations, transmitted by the peptides or ‘reaction’ to the stimulus delivering greater sensory awareness and essential signals that, if you learn to read them, will assist your decision-making.
“If the brain can’t feel it can’t make up its mind!”
This is a contradiction of the conventional view of human physiology; for most of the 20th century, the ideal of rational decision-making was supported by scientific descriptions of the human anatomy.
What Has This Brain Stuff Got to Do with Influencing my Buyers and Scaling my Sales?
It is curious to think that traditional B2B sales has often devoid of personal emotion and personality but led by facts, features and benefits. If decisions are made with emotions and not in the absence of feelings, then we need to rethink out how to efficiently convey the experience of the solution and product.
How the Sales Environment Has Changed?
Scale Your Sales system helps you develop personable trusted relationships and grow profitable lifetime partnerships to create opportunities for predictable increasing sales.
Scale Your Sales uses social selling techniques to attract, engage and educate the buyers you want and neuromarketing methods to elevate the relationship to a trusted partnership.
Influence with Emotional Not Facts!
Neuromarketing is a relatively new field of marketing that uses medical technologies such as functional MRI scans to study the brain’s responses to marketing stimuli. Given that response can be physical and verbal, neuromarketing is about capturing the no verbal in the brain and body. Researchers use fMRI to measure changes in activity in parts of the brain to learn why consumers make the decisions they do.
Six ways to stimulate decision-making with emotional stimuli:
If you want a handout of 26 ways to apply neuromarketing methods to build trust stimulate decision-making and scale your sales, please contact me.
You make better decisions when you act on information from your feelings, instincts, and intuition with secondary data coming from the rational intellect.
It is your emotional brains (orbitofrontal cortex connects the emotions generated by the limbic system) that allows you to access memory, weigh your preferences and decide.
The way you make decisions is with emotions, and your buyer is no different. Your buyer’s decisions are enhanced by evoking personal emotion and these neuromarketing methods help to influence their decision to scale your sales.
Understanding what motivates your buyers to buy then knowing how you can influence these decision-makers is critical. Business is won and lost by the strength of the trusted relationships you nurture and the influence you inspire over decision-makers.
The fact is, buyers, buy on emotion and justify their decision with logic. You must inspire with emotion offering the required quality service, then price becomes secondary in the buyer’s logic. Scale your Sales helps you to neuro market engage and elevate your way to influence positive decisions.
This article was originally published in Business Kent Blog
Janice is a Visiting Fellow at Cranfield School of Management. She is passionate about helping companies adapt their sales approach to the economic, social and technological challenges. This has led her to create the popular the sales enablement system, Scale Your Sales. Janice is the international Strategic Account Sales Speaker, author and consultant, achieving many noted accolades including Sage Top100 Global Business Influencer 2017. Contact Janice today about Scaling your Sales
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