Supercharge your sales by selling to the “old brain.” Here are a few tips from the book Neuromarketing to help get you started... Get a full 12-minute Book Brief in your inbox every single weekday by signing up for a Free Readitfor.me account today @ www.readitfor.me.

1. BYCHRISTOPHEMORIN&PATRICKRENVOISE
60-SECONDBOOKBRIEFS
neuromarketing

2. Christophe Morin and
Patrick Renvoise wrote the
book Neuromarketing to
help us supercharge our
sales by selling to the “old
brain.” Here are the three
steps you need to take in
order to succeed.

3. You need to diagnose
the pain, which
happens in four steps:
FIRST

4. • Identifying the pain
• figuring out the intensity of the pain
• determining how urgent the pain is
• ensuring that the prospect
acknowledges the pain.

5. you need to differentiate
your claims. Coco Chanel
once said that in order to
be irreplaceable one
must always be different.
Just make sure your
difference eliminates your
prospects pain.
SECOND

6. you need to
demonstrate the
gain. You can do
this in four ways, in
ascending order
of power:
THIRD

7. • through a vision
• by providing backup data
• giving a demo of your product
or service
• showing a testimonial.

8. Again, ensure that the gain demonstrates
how you eliminate your prospect’s pain.

9. Master these 3 simple
but incredibly
powerful steps, and
you’ll be on your way
to becoming a
neuromarketing
genius yourself.

10. CREATEYOUR
GREATEST
WORK
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