Neuromarketing : Understanding the Buy Buttons in Your Customer's Brain
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
1 online resource (163 pages)
9781418570309, 1418570303
1036754070
Intro; Contents; Foreword; Preface; Introduction; 1: Three Brains, One Decision-Maker; 2: The Only Six Stimuli that Speak to the Old Brain; 3: The Methodology: Four Steps to Success; 4: Step 1: Diagnose the Pain; 5: Step 2: Differentiate Your Claims; 6: Step 3: Demonstrate the Gain; 7: Step 4: Deliver to the Old Brain; 8: The First Message Building Block: Grabbers; 9: Message Building Block #2: Big Picture; 10: Message Building Block #3: Claims; 11: Message Building Block #4: Proofs of Gain; 12: Message Building Block #5: Handling Objections; 13: Message Building Block #6: The Close 14: The First Impact Booster: Wording with "You"15: Impact Booster #2: Your Credibility; 16: Impact Booster #3: Contrast; 17: Impact Booster #4: Emotion; 18: Impact Booster #5: Learning Styles; 19: Impact Booster #6: Stories; 20: Impact Booster #7: Less Is More; Conclusion: Marketing Is Dead; Long Live Neuromarketing; Selling to the Old Brain in Everyday Life; Resources; Acknowledgments; About the Authors