Six Selling Secrets From Magicians

If you think that magicians and neuroscientists have little to talk about, you’d be wrong: both deal with issues like attention and consciousness, albeit in a different way. And, as it turns out, marketers can learn from both groups, and in particular, from understanding why magicians can fool us even when we are trying to [...]

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Singing for Sales

Every experienced sales manager has a trick or two when it comes to hiring the best candidate for an open sales position. After a candidate passes the initial resume screening process, one manager might check out the applicant’s shoes. Another might pay close attention to how well the individual responds to an unexpected question. Here’s [...]

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Feeling Itchy?

I’m guessing marketers of products for itch relief, athlete’s foot, and the like already know this… but itching can be stimulated by seeing other people scratch, and even by images of itch-causing creatures like bedbugs. Last month’s Scientific American Mind had a interesting article on the neuroscience of chronic itching. Much of it was no [...]

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Pain, Fear, and Vicarious Learning

Why do people react with fear when they see a snake, even though they have never been bitten by a snake or even had much contact with the reptiles? New research shows that the same areas of the brain that react to a personal experience involving pain or fear also react to watching someone else [...]

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Mirror Neurons and Sales Style

Our brains contain neurons that appear to express the same emotions that someone we are watching expresses, and sales pitches will be less effective when dissonance between words and emotions is created.

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