Tweet

Sales Development isn't rocket science, it's neuroscience!

Guest post by: Debbie Robinson

Article Overview: Customers buy when they are understood. So the successful salesperson shows customers that he or she understands them by giving them what they expect and more. Neuroscience ‘Brain Mapping’ helps people to identify the customer’s need and establish rapport with then more effectively.

Sales Development isn't rocket science, it's neuroscience!

Neuroscience ‘Brain Mapping’ is a unique way of identifying people’s behaviour preferences based on brain activity. Unlike traditional psychometric instruments, it approaches human behaviour from the perspective of neuroscience rather than psychological theory. This exciting tool takes advantage of some of the most up-to-date neuroscience discoveries to provide users with a series of ‘maps’ which are representations of how their brain prefers to work.

Neuroscience, which has seen most of its major discoveries made in the last 10-15 years, has proved that the brain is remarkably elastic in terms of its capacity for change. The process focuses, not only on the brain’s functional architecture, but also on how the neural networks interact with brain chemicals such as glutamate, dopamine, noradrenaline, serotonin, testosterone and estrogen to create behaviour. Modern neuroscience rests on the assumption that our thoughts, feelings, perceptions, and behaviours emerge from electrical and chemical communication between brain cells. It is these very same neuroscientific discoveries that have facilitated the development of the profiling method.

Rather that the theoretical concepts of traditional tests, the method measures the things that people like doing and the behavioural characteristics related to those things. Research shows that people whose interests match their occupations and activities find greater satisfaction, are more productive, and have higher levels of motivation. These results can increase the individuals work performance and enhance the chances of career success. Indeed, a Harvard Business Review study has also concluded that 80% of staff turnover can be attributed to mistakes made during the employee selection and recruitment process.

To facilitate understanding colours are used to illustrate the behaviour preferences. Although the model is a metaphor for brain functioning the maps represent the dynamic interaction that takes place within the brain and is based on the principle that no one part of the brain does solely one thing and no one part of the brain acts alone. All our thoughts, emotions and actions are the results of many parts of the brain acting together.

The reports generated show not only people’s natural or instinctive behaviour preference, but also the extent and the way in which they modify or adapt their preference on occasions to respond to what they see as the demands of specific situations , for example their job.

They also indicate where individuals may be overdoing or not making full use of their preferences. This insight also helps them to understand more about their true potential, as well as what may be hindering them from achieving even higher performance.

The remarkable complexity of the brain has shown that human beings cannot credibly be divided up into a fixed number of types or groups of people who are unable to act outside their preferences. This system does not ‘label’ people or fit them into boxes, nor does it have ‘scores’, or right or wrong answers. Instead it provides users with a powerful graphical explanation for why they approach situations and individuals in different ways.

Many personality and individual assessment tests are based on bi-polar scales (either/or) types of questions. In other words they identify people as either one thing or another. Our method differs in how data is gathered and reveals balances and imbalances instead of ‘typecasting’ that comes with bi-polar methods.

Because the system is based on perception, it is obvious that if perceptions change, behaviour will change too. The dynamic interaction between perception of self and the environment explains why an individual may behave differently from one situation to another.

If you wish to gain insight into your own behavioural preferences and understand those of your customer’s, neuroscience is the key to improved performance

The world’s most comprehensive neuroscience based behaviour mapping system can be used for:

Sales Enhancement, Team Building, Organisational Culture Mapping, Effective Recruitment, Emotional Intelligence, Effective Coaching, Leadership Skills, Managing Conflict. 360 Feedback etc

Related Articles
  Mad Science Franchise Highlight
  Selling is Like Rocket Science Until You Do These Two Things Well
  Joke or No Joke
  Guess What? Succession Planning is not Rocket Science
  Be a Change Management Rocket Scientist
  SBL Loans In Canada. Degree In Rocket Science Not Required For The Canadian Small Business Loan
  The First Law of Building Trust
  Communication Skills - What we need to be Aware of.
  Find out how to Communicate Effectivly
  Getting Rich Is An Exact Science
  Marketing - Art or Science?
  Smart Women Are Like Rocket Ships
  Selling to the Old Brain – Three Ways to Increase Sales Results
  Internet Marketing And Why You Need It
  Sales Best Practices - Not
  Tuning into Tastes: The Secret of Jones Soda’s Success
  Spam: You probably hate it but can you define it?
  The Appeal of "New" is Hardwired
  The Right To Be Rich
  Types of Business Leaders

Article Tags: assessment, attitude, behaviour, brain, brain mapping, emotional intelligence, emotions, left brain, Neuroscience, performance, right, thinking
Referred by: http://www.dcjaconsultancy.com



Related Forum Posts
Seek Venture Capital & Funding - Hello, Greetings from India. I am Seeking Venture Capital for Offshore Software Company Start-up. Need advise along with Business Model Sample. I have a basic outline for an offshore company. 1. Technology - like Microsoft Dot Net, Java, LAMP 2. Talent Team - Found Good Technology Developers. 3. Where I can get the leads/potential customers - Leads have been identified who are willing to move forward offshore projects. 4. I do not have resources like funding. It is a very critical factor to me Industries: Manufacturing, Real Estate, Retail, Insurance, Distribution & Logistics, Healthcare, Industry Associations and Software Product Development, Agricultural Industries and Etc. Services: Offshore Software Development Company. Offices to be located: Hyderabad, Andhra Pradesh, India and USA. Products/Services/Applications in areas like POS & Billing, Sales & Distribution, Production Planning, Material Management, Inventory Control, Plant Maintenance, Purchasing, Accounting and Logistics. Dynamic Web Programming with Database Driven Content Management Systems, Online Stores for E-Commerce, B2B Solutions, Community Portals, Website Redesign and Development, Custom ERP with Enterprise Wide Functional Modules such as Marketing, CRM, Accounting, Inventory Control, Sales & Distribution, Production Planning, Purchase & Stores, Logistics and Supply Chain. Seek your further questions and help. Thank you, Best Regards, Jayapratap.
Re: what position to request? - Hi Michael, Great suggestion from David, or you could try something around a design consultancy, How about Website Design Consultant, Design and Development Manager, Website Support and Development Manager or maybe Internet Business Development Consultant. Ultimately whatever you are comfortable with and good luck for the future, Mal.
Online Sales and Marketing vs Traditional - Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
Re: Online Sales and Marketing vs Traditional - [quote="ltrahan":31w9r2iz]Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz] I second the request...
Re: Businesswomen in the news - Hey hey hey....Calm down. What you are forgetting and the press isnt taking into consideration the rise of entrepreneurship. Women arent leaving the workforce, they are starting their own workforces... A few years ago I was president of the Canadian Association of Women Executives. I got a call from Global National who wanted a comment on the fact that women were leaving corporate Canada in droves....and what did I think about it......was it the glass ceiling etc.. Well, its because women are flocking to entrepreneurship but ladies, that doesnt make the news. the media is looking for information that will prove their 'the economy is in a slump'.... It simply isnt true. There are more women starting and running their own businesses than we've ever seen. Dont forget that the media is out for the media and scare tactics and bad news gets the coverage.... J


Share this article with your friends. Fund someone's dream.

Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.

Newsletter

Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!

Name:
Email:

Popular Articles

Looking for an Easy Online Business Opportunity?

Ten Reasons to take Notes during Sales Meetings

Five Ways to Show Honest Appreciation

Suggestions

Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.