Robert Cialdini offers a surprising number one sales rule in his book Pre-Suasion.
One change in negotiation tactics cause a fivefold increase in successful outcomes.
Want more trust and cooperation? New research shows that food will do that, but only if used correctly.
Trying to close a deal? Get a commitment from a big donor? Or, just build a stronger connection with someone? The most critical time for achieving that goal may be the ten minutes before you talk about business. […]
Sales intuition can be a powerful tool, according to a recent study. Salespeople who acted on intuition outperformed those who over-thought the process. I explain the research and give ways to improve intuition.
One of the post-speech questions I’m often asked is whether employing my neuromarketing strategies is “manipulative” and/or unethical. This weekend’s Dilbert strip by Scott Adams highlights the divide between manipulation and customer focus: […]
Time really does fly – it seems like we just published our list of the first ten episodes of The Brainfluence Podcast, and here we are with another ten! And if you aren’t getting our weekly episodes delivered to your player automatically, be sure to subscribe! […]
[Guest post by Jeremy Smith.]
I absolutely love buyer psychology and neuroeconomics. Want to know why?
● Because it’s like a secret weapon that produces torrents of conversions (and money).
● Because it’s the only real way to understand why and how buyers make purchases.
● Because it’s the proven route to successful marketing.
● Because it’s guaranteed to squash the competition. […]
Book Review: Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal by Oren Klaff
Oren Klaff is an investment banker and deal-maker who, by his own account, has spent more than ten thousand hours developing a “neurofinance” approach to presentations and deal-making. Klaff uses a variety of brain-based techniques to control the flow of discussion and to keep the meeting participants engaged and curious.
Can an initial rejection actually help you get the “yes” you really want? Surprisingly, if you create the right first and second requests, it can. Persuasion expert Robert Cialdini conducted a classic experiment that demonstrates the technique by soliciting volunteers to work with troubled kids. […]