Neuromarketing : understanding the "buy button" in your customer's brain / Patrick Renvoisé and Christophe Morin.

By:

Renvoisé, Patrick

Contributor(s):

Morin, Christophe

Material type:

TextPublication details: Nashville, etc. : Thomas Nelson, 2007.Description: xii, 244 p. : ill. b&w ; 22 cmContent type:

text

ISBN:

9781595551351

Subject(s):

DDC classification:

658.8001

Contents:

Ch. 1. Three brains, one decision-maker -- Ch. 2. The only six stimuli that speak to the old brain -- Ch. 3. The methodology: four steps to success -- Ch. 4. Step 1: diagnose the pain -- Ch. 5. Step 2: differentiate your claims -- Ch. 6. Step 3: demonstrate the gain -- Ch. 7. Step 4: deliver to the old brain -- Ch. 8. The first message building block: grabbers -- Ch. 9. Message building block #2: big picture -- Ch. 10. Message building block #3: claims -- Ch. 11. Message building block #4: proofs of gain -- Ch. 12. Message building block #5: handling objections -- Ch. 13. Message building block #6: the close -- Ch. 14. The first impact booster: wording with you -- Ch. 15. Impact booster #2: your credibility -- Ch. 16. Impact booster #3: contrast -- Ch. 17. Impact booster #4: emotion -- Ch. 18. Impact booster #5: learning styles -- Ch. 19. Impact booster #6: stories -- Ch. 20. Impact booster #7: less is more -- Conclusion: Marketing is dead; long live neuromarketing -- Selling to the old brain in everyday life.

Summary: Because people are inundated daily by an average of 10,000 sales messages, selling is now tougher than ever. That's why you need to learn what neuroscience has uncovered that will immediately increase your selling and influencing effectiveness. Unveiling the latest brain research and revolutionary marketing practices, authors Patrick Renvoisé and Christophe Morin teach highly effective techniques to help you deliver powerful, unique, and memorable presentations that will have a major, lasting impact on potential buyers such as: - The 6 stimuli that always trigger a response - The 4 steps to align content and delivery of your message - The 6 message building blocks to address the "old brain" - The 7 powerful impact boosters to set your delivery apart from the rest. Once you know how the decision-making part of the brain works, you'll quickly begin to deliver more convincing sales presentations, close more deals, create more effective marketing strategies, and radically improve your ability to influence others.

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Holdings
Item type	Current library	Call number	Status	Barcode
Books	Marbella International University Centre Library	658.8001 REN neu (Browse shelf(Opens below))	Available	11671

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Previous	658.8 WIR ser Services marketing :	658.8001 DOO bra Brainfluence :	658.8001 MAR mar Marketing theory :	658.8001 REN neu Neuromarketing :	658.80019 HOG fas Fascinate :	658.8003 DOY dic A dictionary of marketing /	658.80072 WIN mar Marketing analytics :	Next

Includes bibliographical references.

Ch. 1. Three brains, one decision-maker --
Ch. 2. The only six stimuli that speak to the old brain --
Ch. 3. The methodology: four steps to success --
Ch. 4. Step 1: diagnose the pain --
Ch. 5. Step 2: differentiate your claims --
Ch. 6. Step 3: demonstrate the gain --
Ch. 7. Step 4: deliver to the old brain --
Ch. 8. The first message building block: grabbers --
Ch. 9. Message building block #2: big picture --
Ch. 10. Message building block #3: claims --
Ch. 11. Message building block #4: proofs of gain --
Ch. 12. Message building block #5: handling objections --
Ch. 13. Message building block #6: the close --
Ch. 14. The first impact booster: wording with you --
Ch. 15. Impact booster #2: your credibility --
Ch. 16. Impact booster #3: contrast --
Ch. 17. Impact booster #4: emotion --
Ch. 18. Impact booster #5: learning styles --
Ch. 19. Impact booster #6: stories --
Ch. 20. Impact booster #7: less is more --
Conclusion: Marketing is dead; long live neuromarketing --
Selling to the old brain in everyday life.

Because people are inundated daily by an average of 10,000 sales messages, selling is now tougher than ever. That's why you need to learn what neuroscience has uncovered that will immediately increase your selling and influencing effectiveness.

Unveiling the latest brain research and revolutionary marketing practices, authors Patrick Renvoisé and Christophe Morin teach highly effective techniques to help you deliver powerful, unique, and memorable presentations that will have a major, lasting impact on potential buyers such as:

- The 6 stimuli that always trigger a response
- The 4 steps to align content and delivery of your message
- The 6 message building blocks to address the "old brain"
- The 7 powerful impact boosters to set your delivery apart from the rest.

Once you know how the decision-making part of the brain works, you'll quickly begin to deliver more convincing sales presentations, close more deals, create more effective marketing strategies, and radically improve your ability to influence others.

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