Super Agent

Apply the Power of Brain Science

In a recent article on Inc.com, Geoffrey James talks about ways to use neuroscience in order to improve presentations. He says that all of the effort and money put in to understanding how the mind works is good news for every business person, because there are significant insights that can be used to make business relationships better.

We’ve talked about the science of decision making before, and the huge impact it has on driving successful sales meetings. But, this article offers a few additional pearls we thought were worth breaking down:

- The first tip is to customize your presentations. Although the way we process information and make decisions is the same, each individual (even within the same organization) has a different set of objectives, goals and desires. In other words, don’t have the same conversation with the CEO that you have with the CFO. Do your research on what might be important to them and on what unique challenges they may be facing and tailor your stories and questions for each meeting.

- Next up, show and tell. James explains that “the latest neuroscience research has revealed that human beings process words and pictures in different physical areas of the brain.” In order to really engage people, it’s best to try to access both areas. If you do, they will be more likely to remember your message.

- Lastly, stick to the basics of your message. Don’t provide confusing and complex information or data up-front. Humans are naturally drawn to stories, and are likely to dismiss what you’re saying if it’s presented to them before they’ve become emotionally engaged and invested.

How are you applying the power of brain science during your sales conversations? Let us know in the comments.

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