How useful is neuroscience in sales? Can we read minds?

Sales trend 8 of Barrett’s 12 Sales Trends for 2015 is about “neuroselling”. Recently, there has been a shift from economic models to emotion-based or psychological models of selling. The shift to emotional, psychological, and scientific models has been occurring across other areas of business for many years, so it comes as no surprise that it is now happening in sales. However, rather than talking about emotion-based models, people are jumping straight to scientific terminology and talking about using neuroscience in sales. Cognitive neuroscience (a branch of neuroscience, which is the study of the nervous system as a whole) is essentially the study of how the nervous system (specifically the brain) acts and reacts to different cognitive factors, which include thoughts, memories, and emotions. The key part here is that…

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