Stimulate Your Customer’s Lizard Brain to Make a Sale – HBR

Small business sales takeaways.   You will have to ignore what is, in my opinion, not the best title on this article, however, I believe the message and advice in the article are well worth your time.

Excerpt:  The status quo problem is actually a sales messaging problem.

Breaking through the status quo is like breaking a habit. Your brain goes on auto-pilot when a habit is formed. To disrupt the status quo, you need to appeal to the part of the brain where decisions are actually made. That’s where brain science research comes in.

Your brain is divided into three parts. The neocortex is the brain’s analytical computer, which processes data. The limbic system is where all emotions reside. The brain stem and other brain structures are responsible for your survival. This part of the brain is also described by American psychologist Robert Ornstein as the “old brain” (or the “lizard brain” by Seth Godin, an American entrepreneur).

Read full article via Stimulate Your Customer’s Lizard Brain to Make a Sale – Tim Riesterer – Harvard Business Review.

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