The Ten Critical Minutes to Close a Deal

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. […]

By |November 18th, 2015|

Sales Intuition: How to Use It and Improve It

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.

By |June 24th, 2015|

Manipulation vs. Customer Focus, Dilbert-style

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: […]

By |September 9th, 2014|

10 New Episodes of the Brainfluence Podcast

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! […]

By |August 28th, 2014|

The 3 Types of Buyers, and How to Optimize for Each One

[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. […]

By |July 30th, 2014|

Pitch Anything by Oren Klaff

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.


By |May 27th, 2013|

How to Turn a NO into a YES!

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. […]

By |September 26th, 2012|

Make a Crazy Request, Close the Deal

When salespeople hope to close a deal, they may try doing favors for the client. In fact, scientists who study human behavior know that the opposite strategy can work: if you can get someone to do YOU a small favor, they are much more likely to grant a bigger one. This has been shown to work in many situations, including one experiment in which people agreed to have a large yard sign installed after first accepting a small window decal. A favor as simple as answering a request for the time of day can lead to granting more complex favors.

In my book Brainfluence, I suggest that a salesperson should ask for a cup of coffee or glass of water, or seek a tiny trial order, as a means of opening the door to closing a sale. Now, a set of experiments performed by Warsaw professor Dariusz Dolinski shows that there’s an even more powerful favor strategy. […]

By |August 7th, 2012|

Business, Sport, & Mark Cuban

Book Review: How to Win at the Sport of Business: If I Can Do It, You Can Do It by Mark Cuban

If you aspire to be a corporate drone marking time until five o’clock, or until retirement, don’t bother reading Mark Cuban’s new book, How to Win at the Sport of Business. If you are, or want to be, an entrepreneur, though, or even a corporate “intrapreneur,” this book will provide inspiration combined with practical advice.

By |April 18th, 2012|

Nine Words Nearly Double Results

A few years after college, I took a position as a sales engineer. After one customer visit with no result, my boss queried, “Did you ask for the order?” In fact, just about every sales coaching book reminds new salespeople of the importance of asking for the order when the time is right. Similarly, solicitors for non-profits know how important it is to ask for the donation rather than simply providing the opportunity for the donor to do the right thing. A large study used the familiar Salvation Army fundraisers who solicit donations outside supermarkets to show how important the “ask” is. The study compared passive bell-ringing (the standard practice) to asking passers-by for a donation with these words, […]

By |December 19th, 2011|