As salespeople, we’ve all asked this question at one time or another in our careers. We’re pitching our product to a prospect and it seems like such an obvious, no-brainer decision for them to say yes and agree to the sale. For some reason, though, they resist. Maybe they can’t make up their mind. Or perhaps they can’t seem to focus on how your solution’s benefits solve their problem. They might be attracted to an irrelevant feature on a competitor’s inferior product.
No matter what path you take, you can’t seem to crack the prospect. You can’t understand their analysis or their decision-making process. All you can do is sit back and wonder: What exactly is happening in their brain?
I’ve recently been working with SalesBrain and I’ve found their research to be very powerful. They’re taking a scientific look at the brain from a sales perspective, so salespeople can better understand how buyers make decisions.
At the core of their work is the fact that humans actually have three brains. That’s right. You, me, and everyone we know has not one, but rather three brains. Of course, these three brains all join together to form the common brain outline and shape that we’re all familiar with. [Read more…]