Neurosales

Learning Objectives

✓ How the way the human brain functions influences our preferences in products, services, as well as specific brands and companies.

✓ Which words and expressions affect our decisions and choices.

✓ How to present and sell products and services.

✓ How to build long-term relationships with customers.

✓ How to effectively and efficiently perform Follow Ups.

✓ How to communicate effectively with our customers.

Indicative Units (Units are tailored to the needs of the business and the time available)

• The ‘logical’ sale that is not … logical.
• The Magnetic Average of sales.
• The theory of price relativity.
• The utility of ‘useless’ options.
• Superlative expressions.
• Cross-selling.
• Social influence messages.
• Market reinforcement messages.
• Expression of personal opinions.
• Neuro expressions that sell.
• How the brain selects products & services.
• Next visit purchases.
• Selling ‘expensive’ products.
• Store Appearance (smell, music, cleanliness, order), Personnel Appearance.
• Reception, Welcome, Needs Diagnosis.
• Proposal of products/services, Product knowledge.
• Ways of proposal & number of products to be presented.
• New & Repeat Customers, Advertising Customers.
• Customer relationship management.
• Benefits vs. Features

Measurable results achieved

✓26% Average annual sales increase from 2009 to date in a Sports Goods chain. The sector moved -40% over the same period.

✓21% increase in the average receipt in a restaurant chain within 2 months of the program’s launch.

✓1,000 more sales per month in a coffee chain from the first month of the program’s launch.

✓43% increase in the average receipt in a fast food chain in the first week from the implementation of the educational program.

✓57% increase in the number of products per receipt in a fast food chain in the first week from the implementation of the educational program.

✓100% increase in the turnover from the most expensive products from the first month in a food products chain.

✓114% increase in the average sales value of wines in resort hotels.

✓32% increase in the average receipt in resort hotel restaurants.

✓60% increase in the average receipt in a restaurant chain located in large Super Markets.