Selling is much more than talking to people and convincing them to buy something. Over the last few decades, a wealth of scientific research has emerged about how the human brain makes choices and which factors can influence what we say and do, including what we buy. Best of all, this scientific knowledge is readily available and can be used to help you become a top performer.
Neuromarketing, a concept developed by psychologists at Harvard University 1990, is a field of marketing research that examines consumers’ sensorimotor, cognitive, and effective response to marketing stimuli. The approach is based on research into how customers think (pdf), which shows that 95 percent of thinking takes place in our unconscious minds and that people use conscious thought primarily as a way to rationalize behavior.