Stimulate Your Customer’s Lizard Brain to Make a Sale

Stimulate Your Customer’s Lizard Brain to Make a Sale:by Corporate Visions Inc.

Many marketers and salespeople believe they are in a selling war against their direct competition. However, a less anticipated and more dangerous enemy exists, called “no decision” — otherwise known as “the status quo.”
The root cause of the problem is that most marketing and sales efforts focus on the wrong messaging and therefore do not stimulate the correct part of a prospect’s brain, which means that the status quo problem, at its core, is actually a sales messaging problem.
To disrupt the status quo, you need to learn how to appeal to the part of the brain where decisions are actually made – the “old brain,” also called the “lizard brain.” You also need to create context and urgency, and use storytelling techniques.
To learn more about how you can break through the status quo barrier to win more deals, read my recent post on Harvard Business Review’s blog at the following link: http://blogs.hbr.org/cs/2012/07/stimulate_your_customers_lizar.html.

Filed under: Develop Messages that Matter, Distinct Point of View, Marketing, Sales, Your Buyer's Mind Tagged: Harvard Business Review, Old Brain, Status Quo, tim riesterer