Imagine knowing what your prospects are thinking and more importantly knowing how to keep them in a state of mind where they will like and trust you instantly while losing themselves in your presentation.
So what can a sales person learn from brain surgery? A lot in fact!
From the latest research there are three parts to the human brain.
1. Reptilian Brain
2. Emotional Brain
3. Neuron Cortex or Intellectual brain
The Reptile Brain gets it name because this is the only brain reptiles have. It is the survival part of your brain, where your fight or flight mechanism is located. For example.
If you were walking in a dark alley and someone confronted you, most likely you would be in your reptilian brain. You would go in to survival mode and assess whether it is safe for you to stay or is it safer to run away. We can enter the reptile brain weather the threat is real or perceived. If you go into your reptile brain a lot you are probably experiencing a lot of stress and frustration, from the release of adrenaline and cortisone in the body.
If you could imagine your self for a second walking down a dark alley by yourself, you may notice changes in your body, like you may became more alert, adrenaline would have been released, your heart might be beating faster, etc. This is important to know the mind affects the body and the body can affect the mind.
The Emotional Brain is where all your emotions are: like feeling happy, joy, peace and falling in love. It is also the place of all those other emotions, depression, sadness, frustration, loneliness, etc.
Two great examples of the power of your emotional brain are: If you have ever been driving your car and suddenly an old song comes on the radio that you haven’t heard for a while and it triggers an emotional time in your past and you bliss out remembering the experience only to pull up in your drive way and can’t remember the trip home. You were in your emotional brain. Another is when you are with your loved one and an hour can slip away as if it was a minute. Your emotional brain can take you places where time and space don’t excite.
The Intellectual Brain is where you go when you need to calculate, read, problem solve or work out your next marketing strategy. This is where your clients are when they need to figure out how they will pay for what they have just brought.
Now I want you to sit back and think for a few minutes on different experiences you have had with each brain. The key is to be in control of your own emotional state and you will have control of your life and circumstances and ultimately your destiny.
Some very interesting things you need to know is that we travel though all three of them all the time however it is impossible to be in two parts at once. You can only be in one part of the brain at a time. The other interesting thing is that you can not travel from the reptile brain straight to the Intellectual brain you must go through the emotional brain first. You can’t skip levels so to speak.
So let’s have a look at how these relate to the sales process and earning more commission.
Well first you need to understand that when you first met someone in a strange situation there is a high chance that they are in the Reptilian Brain and there are assessing whether to run away or to stand guard. That is why when you first met a stranger you and they can be a bit stand offish, that is the reptilian brain. That is why you need to build rapport and warm them up to you and warm yourself up to them. You can not even attempt to sell anyone, anything until they are out of the reptilian brain.
It doesn’t matter how great and fantastic your offer is if your clients are in the reptilian brain you have no chance of making a sale.
Your very first aim is to get your clients out of the reptilian brain and straight into the emotional brain where they can then relax and the body will release endorphins (chemicals that make you happy). This is where time can fly by and be really involved in what is happening.
Even though you want to get them out of the reptilian brain as soon as possible you will want them to go back there later when they fear on missing out what you are offering if they don’t act today. The fear of loss.
So how can you use this information to your advantage? I would love to hear your feedback on this and really get a good discussion so we can all learn.
Til next time. Have fun, sell plenty!
Sam Stone.
www.AutomaticLifestyle.com
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