If your marketing and sales strategy is not considering the concept of neurosales, you should know that you may be losing a considerable number of customers without even knowing it.
The expression first appeared in 1970 and, since then, has
been the basis of a series of studies that aim to assess the relationship between the human brain and its purchasing behavior.
In this content, we will explore the concept of neuroselling and discuss its applications today. In addition to the technique, it will be possible to understand its practical benefits, such as approaching the public and customer loyalty.
We will address the following topics:
- What is neurosales?
- How does neuroselling work?
- What are the advantages of neurosales?
- How to use neurosales in your favor?
What are neurosales?
As we have already mentioned, the concept of Taiwan Phone Number neuroselling dates
back to the 1970s. A study by Paul D. McLean, an American neuroscientist, explored
the relationship between the structure of the human brain and the decision processes involved in a purchase.
Our brain is divided into three parts. Each of them has different functions, namely:
- brain of lower mammals, responsible for the emotional side ;
- rational brain, responsible for the ability to create ;
- reptilian brain, responsible for the human survival instinct .
The study of neurosales proposes the analysis of the reptilian brain, with the aim of stimulating these instinctive senses that, by themselves, can be responsible for a purchase.
How does neuroselling work?
The neuroventa process is developed on specific pillars. The first of these is the pillar of egocentrism ,
the main characteristic of the reptilian brain. We can understand it as the perception of the need to acquire a material good for oneself.
Then comes the contrast, that moment when the human
being needs to make quick and usually binary decisions. It can be yes or no, for example. In the case of purchases: I need it or I don’t need it .
Tangibility , another pillar , encompasses the set of
information that is quickly assimilated by the human being. They should be simple and easy to consume.
Finally, we have the beginning, middle and end and
the emotion . The first of these two pillars represents a speech
that begins by exploring the information, develops it, and ends with a practical reinforcement of the initial message.
However, In the case of emotion, we have as a fact that the information
capable of emotionally touching the human being is more
powerful and able to remain in the brain for longer.
By contacting the pillars, you can think that the process
occurs in a complete and detailed way, taking a certain
amount of time. But in fact, the brain is expected to assimilate this information in fractions of a second.