To sell better

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So far we have discussed different aspects that neuromarketing help. For example to position different elements such as products, trademarks, ... But what about the sellers?, Can neuromarketing help sellers?, ... The answer is yes.

Sellers are, as we know, essential in the sales process. We can not study at a neurological level each person who the seller is going to visit, but we can give some general guidelines on how to act to communicate better than their competitors.

Before the visit, the seller must take care of business motivation and appearance. There are so-called mirror neurons, responsible, among others, empathy. If we come to the meeting with the client pessimistic and not predisposed to sell we will achieve our client select areas that promote the sale. Likewise, the seller's physical appearance is essential. First impressions are crucial and need to be good for the customer is receptive to the rest of the message.

The second step is to diagnose the customer's needs. We have the bad habit of selling our products ourselves saying why would buy that product and we are not all equal. It is essential to find what need fix our product. If we sell parcels is normal that our shipments arrive quickly, on time and in perfect condition. Talking with the client may find out that he hates to pack your products for shipping, if we have the capacity and means to do so, "eureka", we can offer as you get rid of their most hated activity: packing ... And we sent boxes.

The third step is precisely to offer our product as one that covers the need identified. In the example above, once we found out that the client hated packing we offer as "packers" that send goods. In this way we position ourselves as those who will happily free from one of their most hated activities. In this case is secondary to the shipment will arrive on time and in perfect condition. Everyone does it.

When the customer hears a self-centered message does so much more receptive than in other cases.

It is important to note that if the quantifiable benefits we offer is much more effective to offer and quantified. For example, it is much more effective to say: "With our product you will get a 15% improvement in profits" that "will make important improvements in their benefits."