From the course: The Persuasion Code, Part 1: The Neuroscience of Sales
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Personal brain stimuli
From the course: The Persuasion Code, Part 1: The Neuroscience of Sales
Personal brain stimuli
There are six ways you can stimulate the primal brain. The stimulus needs to be personal, contrastable, tangible, memorable, visual or emotional. Let's review them one by one. First up, personal. Because of it's focus on survival, the primal brain is highly selfish. It cannot afford to divert it's attention from a stimulus that would not be directly connected to the self. It's all about me, me, me. Richard Dawkins prominent evolutionary biology even argues that our selfishness goes down to our genes. Think now about a typical sales or marketing presentation. It's all about my background, our company, our technology, our mission, our product, even websites are built on the notion that they need to focus on who we are and what we do. No wonder that puts our audience to sleep. Why, because our primal brain is personal. You need to put your audience at the center of your message. If you want to make your message more appealing to…
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