NeuroSales

BY JANYLA ROSALES
SUMMARY
1. Neurosales
2. How does the customer remember?
3. Neurosales structure
4. Emotional scenarios
5. The formula that decides the purchase
6. Symbolic value and price
7. The best way to sell
WHAT IS THE INTELLIGENCE?
1. Faculty of the mind that allows

learning, understanding, reasoning,

making decisions and forming a certain

idea of reality.

We don´t sell

to people
We sell

to the mind

Neurosales
WHAT ARE NEUROSALES?

1. Neurosales are the application of

knowledge about the brain function

and the management of people´s

emotions in the buying and selling

process

Neurosales
NEUROSALES

Neurosales study what are the stimuli and the

things that the brain likes.

How does Neurosales influence decision making?

In the process of:
The purchase
The Empathy
The relationship
The communication
The sales process and customer service

Neurosales
NEUROSALES

•Innovate to remain in the customer´s mind

•Offer added value through what we sell

•Improve or modify the live of our customer

•It´s a process to generate value with you

sale process

Neurosales
HOW DOES THE CUSTOMER REMEMBER?

In order to achieve our customers have a pleasant

memory, we must:

• Generate value in our customer´s life

• Be more proactive

• Get frustrated less and enjoy more

• Don´t wear yourself down and produce more

How does the customer remember?

HOW DOES THE CUSTOMER REMEMBER?

A customer always listens to you when you have a

positive attitude and a real interest in him.

A customer will ALWAYS REMEMBER who served him

well and who generated great value in his live

SUCCESS IS NOT KNOWING WHAT TO SAY OR WHAT TO DO.

SUCCESS IS TO KNOW WHY SAYING OR DOING
SOMETHING?
How does the customers remember?
 NEUROSALES STRUCTURE

What does the mind like to listen to?

How to sell differently to a woman or a man?
What does the brain instinctively buy?
How to less importance the price and use it in our favor?

Neurosales Structure
 PURCHASE DECISION
85% The purchase decision it is unconscious and
15% is conscious

3x2 In a Market
Do you really need them?
Are you really saving money?

Oh maybe your brain fall down in a marketing trick

Neurosales Structure
 The customer does not know why
they buy,

HOW DOES THE MIND WORK? but they always want to appear
smart,
so we need to rationalize his
purchase.

Reptile Brain: Survival System (Instinctive

purchase decision)

Limbic Brain: It's Emotional (Emotional purchase

decision)

Cortex Brain: It is rational, it makes us reflective

and conscious. (Rational purchasing decision)
Neocortex Limbic Brain Reptile Brain
Conscious Unconscious Unconscious

Neurosales Structure
HOW DOES THE MIND WORKS?

The way that the 3 brains work, and

accumulate information is different between
men and women.
Women for a solution to their needs and to
feel satisfied too.
Men are more competitive and they need to
feel as the winners

Neurosales Structure
EMOTIONAL SCENARIOS

The mind needs 3 options before making a

decision.
The 3 scenarios are always important.
To show these 3 scenarios generates a chemical
process into the brain that provokes a positive
emotion which stimulates decision making.

Emotional Scenarios
 THE FORMULA THAT DECIDES THE PURCHASE

What should we do?

Attract: Get attention from the customer to start the sales process
Mover: Cause a positive emotion in the client.
Create a Memory: Leave a footprint in the customer´s mind

The formula that decides the purchase

NEUROTRANSMITTERS
In order to Instinct, Emotions and Reason interact themselves, neurotransmitter
are necessary
It is essential to use them to get the customer´s attention.

We must get the client releases dopamine during the negotiation.

YOU MUST…
Give reasons
Show added value
Make the client feel unique

In this way the client will feel that he is making the best decision

The formula that decides the purchase

NEUROTRANSMITTERS

Norepinephrine: Provokes searching the new and

unexpected
Dopamine: Rewards
Acetylcholine: Learning process
Endorphin: Remove pain
Serotonin: Happiness

The formula that decides the purchase

DOES FEAR MAKE YOU BUY?

Fear creates voids and deficiencies in people´s

lives and we are looking for filling those voids
with:

• Brands
• Products
• Services

The formula that decides the purchase

 SYMBOLIC VALUE AND PRICE

Things are valued more for what they mean than for
what they really are.
All purchase decisions are symbolic and obey 3 factors

• Individual opinion
• Culture
• Biology

The seller who searches for selling at low cost, does not really know how to sell.

Symbolic Value and Price

SYMBOLIC VALUE AND PRICE?

A situation in not good or bad in itself.

It is only a conclusion of your memories and perceptions

previously created

What is the customer buying with your product?

What symbolic meaning does the customer find in our sales
services ?
What is the customer looking from you?

Symbolic Value and Price

ERRORS AND LOYALTY
A mistake well corrected; it is an excellent opportunity to make a
loyal customer

When a seller fails, it can be the beginning of an absolute loyalty from

a customer or an absolute failure

Customer will always come back to sellers who proved to be

smart when they made a mistake
Sellers who anticipated the customer complaint and
compensate his loss

Symbolic Value and Price

THE BEST WAY TO SELL

Sell to mind
Use your body languages to communicates.
Study, detect, adapt and start the sell
Provoke emotions
Direct the sale to the reptile brain
Manage the sales discourse for women and men
Show off the product

The Best Way to Sell

THE BEST WAY TO SELL

Let the customer interact with the product

Generate comparisons and contrasts for the mind
Communicate in a simple way
Keep smiling
The first and last minutes of the sale are the most effective
Communicate with metaphors and stories

The Best Way to Sell

THE BEST WAY TO SELL

Previous Analysis

Reptile Client´s
Target
Mind Fears Neurosales speech

Attention Emotion Remembrances

The Best Way to Sell

 WHY THEY SELL?
Please answer the following questions
about these brands?

What brain do they focus on?

What neurotransmitter does it release?
What voids fill with these brands?
Why do you think this brand is always present.
DOUBTS AND QUESTIONS
CONTACT

LinkedIn
Janyla Rosales

Email
Janyla.rosales@equitypackaging.com

Telephon
55 7672 5603