Lunch: Your Secret Weapon

Top salespeople have often used lunch as a way to help bond with a customer and close a deal. Getting the customer out of the office allows for relaxed conversation and freedom from ringing phones and similar interruptions. Going beyond those obvious benefits, though, there’s research that shows messages are more persuasive when accompanied by food. […]

By |October 25th, 2011|

Sales Secret: The Best Time to Close

Want to close a sale? When choosing a time to meet with your customer, don’t just take the first appointment time offered to you. A recent study looked at decisions by judges, and revealed startling differences in […]

By |August 31st, 2011|

What’s Better Than an Excited Customer?

Think the way to sell more is to have a frenetic pitchman whip customers into a buying frenzy? Actually, relaxed customers are bigger spenders. A new study that will appear in the Journal of Marketing Research found […]

By |August 8th, 2011|

Selling to the Sleepy

Late-night infomercials and commercials often promote subjects like buying real-estate with no money down and other get-rich quick schemes. While these promotions are broadcast in the wee hours because air time is cheaper and more readily available, it turns out there’s solid science behind this timing. In a new study, Duke university researchers found significant differences in the way sleep-deprived subjects evaluated risk: […]

By |March 16th, 2011|

What Color Makes The Most Green?

Could wearing a particular color influence the results obtained by a salesperson? If that salesperson is selling to a buyer of the opposite gender, the answer may be, "Yes!"

By |August 30th, 2010|

Time to Get Touchy?

If you are in sales, do you touch your customers? In these litigious days, perhaps not. But there’s research that shows a woman’s light touch on a subject’s shoulder caused a change in risk-taking behavior. (Sorry, guys, it only worked for female touchers.) Research by Jonathan Levav of Columbia University and Jennifer Argo of the University of Alberta explored the relationship between being touched and subsequent behavior: […]

By |August 3rd, 2010|

Stories Synchronize Brains

An ongoing story (so to speak) here at Neuromarketing is the power of stories to engage readers and listeners. Now, there’s new brain scan evidence that shows a startling phenomenon: when one person tells a story and the other […]

By |July 29th, 2010|

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 a new one: does the candidate talk in a melodic way? […]

By |July 15th, 2010|

Confidence Beats Competence

What are the ideal characteristics for a person in a sales position? Great people skills? Strong product knowledge? Add confidence to the list. Continuing a discussion started in Convince With Confidence, there’s more evidence that the average person finds a confident demeanor persuasive, even when the confidence may mask a lower level of competence. […]

By |June 22nd, 2010|

Selling to the Right Ear

If you want to get someone to do something, speak into his right ear. Research by Dr. Luca Tommasi and Daniele Marzoli from the University Gabriele d’Annunzio in Chieti, Italy, shows not only that we have a preference for processing spoken information via our right ear, but requests made to that ear are more likely to be successful: […]

By |August 5th, 2009|