Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.

Sales Brain PTMS Istanbul Workshop

2,132 views

Published on

28 Kasım’da İstanbul’da Patrick Renvoise tarafından gerçekleştirilecek olan work-shop, müşterinin nasıl karar verdiğini bilimsel olarak inceleyen dünya çapında tek workshop olma özelliğini taşıyor

  • How can I improve my memory before an exam? How can I improve my study skills? learn more... ★★★ https://bit.ly/2GEWG9T
       Reply 
    Are you sure you want to  Yes  No
    Your message goes here

Sales Brain PTMS Istanbul Workshop

  1. 1. 28 Nov 2012 Neuromarketing Workshop BY© Copyright 2002-2010 SalesBrain
  2. 2. the book• First book on Neuromarketing• Translated into 10 languages• Over 32,000 professionals Trained
  3. 3. awards• 2008 Vistage “Above & Beyond” Speaker Award• 2009 American Marketing Association “Next big thing in marketing” award 07• 2011 Advertising Research Foundation “Innovation Research Distinction” Award© Copyright 2002-2010 SalesBrain
  4. 4. Marketing doesn’t work What do you want? ?© Copyright 2002-2010 SalesBrain
  5. 5. NeuroMarketing MRI Facial Decoding EEG Eye tracking Skin conductance Voice analysis© Copyright 2002-2010 SalesBrain
  6. 6. Applied NeuroMarketing yes! STIMULUS© Copyright 2002-2010 SalesBrain
  7. 7. a buy buttonIN THE brain! © Copyright 2002-2010 SalesBrain
  8. 8. © Copyright 2002-2010 SalesBrain
  9. 9. Understanding the BRAIN TO improve YOUR MARKETING
  10. 10. Your Customers BRAIN© Copyright 2002-2010 SalesBrain
  11. 11. © Copyright 2002-2010 SalesBrain
  12. 12. © Copyright 2002-2010 SalesBrain
  13. 13. We are one of the leading providers of integrated, flexible, easy to use… ?Vendor Customer
  14. 14. You will get: Now I need 1. Better to rationalize 2. Stronger my decision! 3. Faster Yes!Vendor Customer
  15. 15. what stimulates the reptilian brain?© Copyright 2002-2010 SalesBrain
  16. 16. six stimuli To the Reptilian BRAIN© Copyright 2002-2010 SalesBrain
  17. 17. six stimuli To the Reptilian BRAIN© Copyright 2002-2010 SalesBrain
  18. 18. SELF-centered© Copyright 2002-2010 SalesBrain
  19. 19. six stimuli To the Reptilian BRAIN© Copyright 2002-2010 SalesBrain
  20. 20. CONTRAST© Copyright 2002-2010 SalesBrain
  21. 21. six stimuli To the Reptilian BRAIN© Copyright 2002-2010 SalesBrain
  22. 22. TANGIBLE© Copyright 2002-2010 SalesBrain
  23. 23. six stimuli To the Reptilian BRAIN© Copyright 2002-2010 SalesBrain
  24. 24. Attention Retention TIME© Copyright 2002-2010 SalesBrain
  25. 25. six stimuli To the Reptilian BRAIN© Copyright 2002-2010 SalesBrain
  26. 26. six stimuli To the Reptilian BRAIN© Copyright 2002-2010 SalesBrain
  27. 27. six stimuli© Copyright 2002-2010 SalesBrain
  28. 28. FROM 6 STIMULI To four steps© Copyright 2002-2010 SalesBrain
  29. 29. four steps© Copyright 2002-2010 SalesBrain
  30. 30. STIMULUS #1 © Copyright 2002-2010 SalesBrain
  31. 31. Is it about?© Copyright 2002-2010 SalesBrain
  32. 32. PAIN Exercise 1.1 Imagine… 1.2 List frustrations, PAINS,… 1.3 Rewrite slogan to cure top PAIN© Copyright 2002-2010 SalesBrain
  33. 33. THE ICEBERG Middle New Decision Drivers UNconscious Conscious PAIN Reptilian© Copyright 2002-2010 SalesBrain FEAR
  34. 34. Re-enactthe PAIN © Copyright 2002-2010 SalesBrain
  35. 35. Your customer true PAIN Want Your Product Pain THEIR 3rd PAIN? ?© Copyright 2002-2010 SalesBrain
  36. 36. PAIN Exercise Dig, Dig and keep digging© Copyright 2002-2010 SalesBrain
  37. 37. four steps© Copyright 2002-2010 SalesBrain
  38. 38. STIMULUS #2© Copyright 2002-2010 SalesBrain
  39. 39. CLAIM Exercise 2.1: Your top 3 CLAIMS Therapeutic to Pain Original to you Provable 2.2: Your Competitors’ CLAIMS 2.3: Wordsmith CLAIMS 2.4: “We are the only company…”© Copyright 2002-2010 SalesBrain
  40. 40. STIMULUS #3 © Copyright 2002-2010 SalesBrain
  41. 41. 3 Sources of Value Financial Strategic Personal© Copyright 2002-2010 SalesBrain
  42. 42. © Copyright 2002-2010 SalesBrain
  43. 43. WHAT Value/Proof? CC Demo Data Vision $ S P© Copyright 2002-2010 SalesBrain
  44. 44. WHAT ValueWhat Proof? CC Demo Data Vision $ S P © Copyright 2002-2010 SalesBrain
  45. 45. © Copyright 2002-2010 SalesBrain
  46. 46. GAIN Exercise For each of your CLAIMS: 3.1 Unveil all the Benefits 3.2 For each Benefit Quantify its: – Financial VALUE – Strategic VALUE – Personal VALUE 3.3 Prove the VALUE with: – Customer Case – Demo – Data – Vision© Copyright 2002-2010 SalesBrain
  47. 47. GAIN Exercise Prove your case© Copyright 2002-2010 SalesBrain
  48. 48. four steps© Copyright 2002-2010 SalesBrain
  49. 49. All STiMULI
  50. 50. building and delivering Your message© Copyright 2002-2010 SalesBrain
  51. 51. Reptilian Exercise Hit your Target© Copyright 2002-2010 SalesBrain
  52. 52. MESSAGE six BLOCKS© Copyright 2002-2010 SalesBrain
  53. 53. message 7 boosters© Copyright 2002-2010 SalesBrain
  54. 54. What do you think?© Copyright 2002-2010 SalesBrain

×