?? ??Sell Smarter, Not Harder: How Neuroscience Can Make You a Sales Champion to Your Prospects????

Many of the services needed by people to help protect and provide for their families have to be sold. Even great things can be difficult to sell.

After all, how many of the married people reading this were able to get to “I DO” after one date or even three months? The point is that all worthy endeavors take time.

That being the case, what are some tips to help truncate that timeline as much as possible?

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?? Behavioral Psychology Tips:

The Golden Rule: John Maxwell always says that adding value is the first step in building a relationship. When we bring something to the table, our prospects are more likely to respond in kind.

The Irrefutable Argument: Louie Giglio once gave an example about how he loves BBQ and, no matter how much someone may argue with him about why he doesn’t really love BBQ, it never changes the fact that he loves BBQ. Our own experience or the experience of other people, especially people with influence, are valuable proofs of the necessity of what we are selling to prospects.

Snowballing: It is often said that if you start rolling a snowball down a mountain from a high enough point, that it will keep growing and growing. This is why we need to start at the beginning and build consensus. People hate cognitive dissonance. So start with small asks and build the snowball of agreement as you move forward.

?? Neuroscience Findings:

Swing the Pendulum: Emotions are a key part of the sales process. A successful presentation will help prospects understand the pain associated with the problem and the success associated with the solution.

Mirror Neurons: People tend to pick up on the tone we set. If we are insecure or negative, the prospect will be insecure or negative on our solution. If the salesperson is positive and confident, it will encourage the prospects to be confident and positive.

Cognitive Ease: This can be positive or negative. Prospects will become more comfortable with a product or service the more they encounter it. This can be so extreme that people will even begin to believe lies, things they know to be untrue, if they hear them frequently and forcefully enough.

?? Incorporating Technology and Data:

Ultimately, data and persistence is key. Be the first person, top of mind, when a prospect thinks about your industry. This is one of the keys and you do that via Social Media, CRM, Emails, Phone Calls, Personal Notes, Text Messages, Etc.

??Failure:

"Only those who dare to fail greatly can ever achieve greatly." — Robert F. Kennedy

Success only comes parceled with FAILURE. They are the two sides of the same coin, you can not have one without the other.

??Conclusion:

May I submit to you that these tips and findings are something that can be summarized in a few key words?

1)????? Relationships Matter

2)????? Care about the Prospect

3)????? Believe in your Product

4)????? Invest in Relationships

5)????? Failure is the Doorway to Success

?? What would you add to this article?

?? What is one Psychological factor/technique that allows you better help your prospects?

?? How have you applied Neuroscience to your sales presentations?