What is neurosales and how can it help you close deals?
Posted: Wed Jan 22, 2025 9:25 am
If your marketing and sales strategy is not considering the concept of neurosales, you should know that you may be losing a considerable number of customers without even knowing it.
The expression first appeared in 1970 and has since been the basis of a series of studies that aim to evaluate the relationship between the human brain and its purchasing behavior.
In this content, we will explore the concept of neurosales and discuss its band database current applications. In addition to the technique, it will be possible to understand its practical benefits, such as reaching out to the public and customer loyalty.
We will cover the following topics:
What is neurosales?
How does neuroselling work?
What are the advantages of neurosales?
How to use neurosales to your advantage?
What is neurosales?
As we have already mentioned, the concept of neuroselling dates back to the 1970s. A study by Paul D. McLean, an American neuroscientist, explored the relationship between the structure of the human brain and the decision-making processes involved in a purchase.
Our brain is divided into three parts. Each of them has different functions, namely:
brain of lower mammals, responsible for the emotional side ;
rational brain, responsible for the ability to create ;
reptilian brain, responsible for the human survival instinct .
The study of neurosales proposes the analysis of the reptilian brain, with the aim of stimulating these instinctive senses that, by themselves, can be responsible for a purchase.
This is done through mental triggers, which are strategies capable of increasing a person's interest in brands and products.
How does neuroselling work?
The neuroselling process is developed on specific pillars. The first of these is the pillar of egocentrism , the main characteristic of the reptilian brain. We can understand it as the perception of the need to acquire a material good for oneself.
Then comes the contrast, that moment when humans need to make quick, usually binary decisions. It can be yes or no, for example. In the case of purchases: I need it or I don't need it .
Tangibility , another pillar, encompasses the set of information that is quickly assimilated by humans. It must be simple and easy to consume.
Finally, we have the beginning, middle, end and emotion . The first of these two pillars represents a speech that begins by exploring the information, develops it and ends with a practical reinforcement of the initial message.
In the case of emotion, we have as a fact that the information capable of emotionally touching the human being is more powerful and capable of remaining in the brain for longer.
When you come into contact with the pillars, you might think that the process occurs in a complete and detailed manner, taking a certain amount of time. But in fact, the brain is expected to assimilate this information in fractions of a second.
Well, now you have understood the concept of neurosales in theory. As an example, look at the “recipe” of the ideal strategy:
Capture the lead's attention by touching them emotionally, highlighting the advantages of your product and adding value; the solution arrived at the best possible time and is able to satisfy that person's immediate needs;
Know your client well and keep in mind what differentiates you from alternative solutions to yours, that is, the competition;
explore these differentials clearly;
work with mental triggers to minimize objections from people who have potential doubts.
What are the advantages of neurosales?
The neurosales strategy is full of benefits that can be seen throughout the entire process, from when a person first encounters a brand, through to the decision and the ideal scenario, which would be conversion.
We highlight the three main reasons that reinforce the need to improve your knowledge on the subject.
Getting closer to your audience
Remember that one of the pillars of neurosales is emotion? To touch someone personally, you need to really get to know them.
Their goals, objections, pains and doubts need to be mapped out. We are not able to create genuine conversations without understanding the interlocutor.
This approach is a great advantage, as you will have much richer material to produce marketing actions, from a post on social media to advertising on radio or TV.
Retain customers
Public outreach is able to retain customers. This is because these campaigns designed for the right person, at the right time, are much more likely to make the customer come back for new purchases.
Unconsciously, loyalty is happening in practice. The person will enjoy the process and the result obtained with the purchase so much that, in the near future, he or she will make the decision to return almost automatically. Your brand or product conquers a permanent space in the public's imagination.
Improve your results
It's interesting to see how one benefit pushes the other. When we think about the consequences of approach and loyalty, what is the biggest advantage besides an improvement in results?
That's right! The idea is that performance and numbers support this good work. Promoting a genuine dialogue and interest in offering the best product to the client is the best strategy to leverage the sales of any company.
Here are some articles on sales that may interest you:
What are SMART goals?
What is a sales audit?
What are the 8 steps of the sales process?
How to use neurosales to your advantage?
The first step is indisputable: know your client . Whether it is through a study of the target audience or the creation of a buyer persona , or through surveys or any other strategy that can be executed by your team.
It is not possible to stimulate that area of the brain responsible for decisions without understanding what is going on in the minds of the people who are going to receive the message.
Spending time on ineffective communication can be the recipe for a sales team that is unable to improve its results and achieve company goals.
Focus on the client and their personal needs . Nothing more than that. When we talk about selfishness in the pillars of neurosales, we highlight this characteristic because it cannot be denied: the reptilian brain thinks of itself above all else .
If your service is able to solve a pain, whatever it may be, spread the word! By paying attention to mental triggers and persuasive strategies, you can't go wrong! Just remember to be honest and genuine with your audience, promising only what you can truly deliver.
So what? Did you enjoy learning about neurosales and its impact on consumers? Advance your studies and further improve your team's performance by reading our article on sales marketing , a strategy capable of setting up an effective sales plan.
The expression first appeared in 1970 and has since been the basis of a series of studies that aim to evaluate the relationship between the human brain and its purchasing behavior.
In this content, we will explore the concept of neurosales and discuss its band database current applications. In addition to the technique, it will be possible to understand its practical benefits, such as reaching out to the public and customer loyalty.
We will cover the following topics:
What is neurosales?
How does neuroselling work?
What are the advantages of neurosales?
How to use neurosales to your advantage?
What is neurosales?
As we have already mentioned, the concept of neuroselling dates back to the 1970s. A study by Paul D. McLean, an American neuroscientist, explored the relationship between the structure of the human brain and the decision-making processes involved in a purchase.
Our brain is divided into three parts. Each of them has different functions, namely:
brain of lower mammals, responsible for the emotional side ;
rational brain, responsible for the ability to create ;
reptilian brain, responsible for the human survival instinct .
The study of neurosales proposes the analysis of the reptilian brain, with the aim of stimulating these instinctive senses that, by themselves, can be responsible for a purchase.
This is done through mental triggers, which are strategies capable of increasing a person's interest in brands and products.
How does neuroselling work?
The neuroselling process is developed on specific pillars. The first of these is the pillar of egocentrism , the main characteristic of the reptilian brain. We can understand it as the perception of the need to acquire a material good for oneself.
Then comes the contrast, that moment when humans need to make quick, usually binary decisions. It can be yes or no, for example. In the case of purchases: I need it or I don't need it .
Tangibility , another pillar, encompasses the set of information that is quickly assimilated by humans. It must be simple and easy to consume.
Finally, we have the beginning, middle, end and emotion . The first of these two pillars represents a speech that begins by exploring the information, develops it and ends with a practical reinforcement of the initial message.
In the case of emotion, we have as a fact that the information capable of emotionally touching the human being is more powerful and capable of remaining in the brain for longer.
When you come into contact with the pillars, you might think that the process occurs in a complete and detailed manner, taking a certain amount of time. But in fact, the brain is expected to assimilate this information in fractions of a second.
Well, now you have understood the concept of neurosales in theory. As an example, look at the “recipe” of the ideal strategy:
Capture the lead's attention by touching them emotionally, highlighting the advantages of your product and adding value; the solution arrived at the best possible time and is able to satisfy that person's immediate needs;
Know your client well and keep in mind what differentiates you from alternative solutions to yours, that is, the competition;
explore these differentials clearly;
work with mental triggers to minimize objections from people who have potential doubts.
What are the advantages of neurosales?
The neurosales strategy is full of benefits that can be seen throughout the entire process, from when a person first encounters a brand, through to the decision and the ideal scenario, which would be conversion.
We highlight the three main reasons that reinforce the need to improve your knowledge on the subject.
Getting closer to your audience
Remember that one of the pillars of neurosales is emotion? To touch someone personally, you need to really get to know them.
Their goals, objections, pains and doubts need to be mapped out. We are not able to create genuine conversations without understanding the interlocutor.
This approach is a great advantage, as you will have much richer material to produce marketing actions, from a post on social media to advertising on radio or TV.
Retain customers
Public outreach is able to retain customers. This is because these campaigns designed for the right person, at the right time, are much more likely to make the customer come back for new purchases.
Unconsciously, loyalty is happening in practice. The person will enjoy the process and the result obtained with the purchase so much that, in the near future, he or she will make the decision to return almost automatically. Your brand or product conquers a permanent space in the public's imagination.
Improve your results
It's interesting to see how one benefit pushes the other. When we think about the consequences of approach and loyalty, what is the biggest advantage besides an improvement in results?
That's right! The idea is that performance and numbers support this good work. Promoting a genuine dialogue and interest in offering the best product to the client is the best strategy to leverage the sales of any company.
Here are some articles on sales that may interest you:
What are SMART goals?
What is a sales audit?
What are the 8 steps of the sales process?
How to use neurosales to your advantage?
The first step is indisputable: know your client . Whether it is through a study of the target audience or the creation of a buyer persona , or through surveys or any other strategy that can be executed by your team.
It is not possible to stimulate that area of the brain responsible for decisions without understanding what is going on in the minds of the people who are going to receive the message.
Spending time on ineffective communication can be the recipe for a sales team that is unable to improve its results and achieve company goals.
Focus on the client and their personal needs . Nothing more than that. When we talk about selfishness in the pillars of neurosales, we highlight this characteristic because it cannot be denied: the reptilian brain thinks of itself above all else .
If your service is able to solve a pain, whatever it may be, spread the word! By paying attention to mental triggers and persuasive strategies, you can't go wrong! Just remember to be honest and genuine with your audience, promising only what you can truly deliver.
So what? Did you enjoy learning about neurosales and its impact on consumers? Advance your studies and further improve your team's performance by reading our article on sales marketing , a strategy capable of setting up an effective sales plan.