Emotional Economics: How Feelings Influence Purchase Decisions
We like to believe we’re rational buyers. Yet, emotional economics says otherwise. We assume we weigh our options, analyze the facts, compare the numbers—and then make a smart, logical choice. But neuroscience tells a different story. Emotion, not logic, drives most of our purchasing decisions.In fact, research shows that feelings play a central role in […]
Virtual Selling Mastery: Overcoming Cognitive Biases in Remote Demos
Remote selling isn’t just selling in a different location—it’s selling in a different mental environment. When you’re not in the same room as your buyer, their cognitive biases—the brain’s mental shortcuts—play an even bigger role in shaping how your message is received. In virtual settings, distractions are higher, attention is lower, and trust is harder […]
Framing for Persuasion: Crafting Sales Messages That Resonate with the Brain
Why do two people hear the same sales messages—and only one buys?It’s not always the product. It’s how the message was framed. Framing is one of the most powerful tools in sales because it doesn’t change the facts—it changes the context. And context is everything to the human brain. A product framed as a solution […]
The Neuroscience of Social Proof: Using Testimonials to Drive Conversions
The Neuroscience of Social Proof: Using Testimonials to Drive Conversions In a world overflowing with information, buyers don’t just want to hear that your product works—they want to see who else believes it. That’s the power of social proof, and it’s more than a marketing buzzword—it’s rooted in neuroscience. When used well, testimonials, reviews, and […]
Sensory Selling: Engaging Multiple Senses to Enhance Customer Recall
In a crowded marketplace, being memorable is everything. And yet, most sales experiences still rely heavily on logic, data, and words. Here’s the problem: words alone rarely stick. The human brain is wired for multisensory engagement, engaging your senses—it recalls feelings, experiences, and sensations far more vividly than it remembers facts. That’s where sensory selling […]
The Scarcity Effect: How Limited Offers Activate the Brain’s Urgency Signals
The phrase “limited-time offer” is more than a marketing gimmick—it’s a neuroscientific lever. The scarcity effect, rooted deeply in human psychology, activates our brain’s urgency and fear-of-missing-out (FOMO) circuitry. When buyers perceive that a product, service, or opportunity is limited, their decision-making process shifts dramatically. In this post, we’ll break down the brain science behind […]
Anchoring and Adjustment in Pricing: Neuroscience Tips for Sales Negotiations
Anchoring and adjustment is one of the most potent—and underutilized—tools in the sales negotiator’s arsenal. From the very first price you mention, you’re setting a mental benchmark in your prospect’s mind that influences every subsequent judgment. But why does that first number wield such power? And how can you ethically harness this cognitive bias to […]
Neural Triggers of Trust: Building Buyer Confidence from First Contact
Building trust is the cornerstone of every successful sales relationship. But what happens in the buyer’s brain when they decide whether to open the door to your message? By understanding the neural triggers of trust, you can design every first contact to tap into the brain’s trust circuitry—boosting buyer confidence and accelerating your path to […]
What Sellers Are Taught to Say Isn’t What Buyers Actually Hear
What Sellers Are Taught to Say Isn’t What Buyers Actually HearWhy Deals Get Stuck—And How to Fix It Walk into any sales kickoff or enablement training, and you’ll hear the same thing: perfect your pitch, memorize your value proposition, nail the objection-handling script. But here’s the problem—what sellers are taught to say isn’t what buyers […]
Sales Habit Formation: Making Change Last
Sales Habit Formation: Making Change Last Why 90% of Sales Training Fades—and How to Make It Stick Every year, companies invest billions in sales training. And every year, most of that investment disappears within weeks. In fact, research shows that up to 90% of sales training is forgotten within 30 days if it’s not reinforced. […]
