November 16, 2021

Episode 231: Why the Brain Buys: The Neuroscience of Sales w/ Dr. Terry Wu

23 minutes

You’re throwing an office party now and you need to get noisemakers, silly hats and confetti. You know you can find all of these things on Amazon, but lately, you’ve also been fielding increasingly-aggressive office visits from a door-to-door party clown from the local clown college trying to sell you all of these very items — and he warns that, if you don’t, you’re a terrible manager and hate puppies. Who do you go with… and why is it Amazon?

Today’s guest, neuroscientist Dr. Terry Wu, Owner at Neuromarketing Services, says you choose Amazon not because of John Wayne Gacy or the movie IT, but because our brains are wired to love buying but hate feeling like we’re being forced.

This is just one of many examples Dr. Wu shares in the latest episode of how neuroscience influences buying behavior — and how understanding the science helps you make a sale.

We discuss:

The difference between helping a customer buy and selling to them

The power of framing when it comes to buying decisions

How freewill — or lack thereof — plays into buying behavior

And be sure to check out:

Terry’s speaking

Terry's company's consulting services

Terry's 17-minute TED Talk on Neur omarketing

Terry's 5-minute interview with Big T hink on Stress and Shopping Addiction

Now that you know why the brain buys, are you ready to learn how to foster human connection to build high-performance teams, or how to overcome buyer resistance? Check out the full list of episodes: The B2B Revenue Executive Experience.

Subscribe to the podcast or write a review

YouTube
Spotify
Apple Podcast
Stitcher
TuneIn

Previous guests include: Eric Shaver, Managing Partner at Kensei Partners, Harry Spaight, Founder of the Selling with Dignity, Jeroen Corthout, Co-Founder at Salesfare
Check out our three most downloaded episodes:

Episode 189: 5 Things CRM Software Should Help You Do w/ Jeroen Corthout
Episode 299: How to Break the Used Car Salesperson Stereotype with Harry Spaight
Episode 301: From Tech Sales to Business Conversation with Eric Shaver

Ready to Join the Conversation? Click fame.so/vsa-guest to apply. Tell us about your expertise, experience, and why you’d make an exceptional guest on the B2B Revenue Executive Experience podcast. We can’t wait to explore the insights and strategies that make you a leader in the revenue space.

The B2B Revenue Executive Experience is handcrafted by our friends over at: fame.so

...more

View all episodes

By Cory Cotten-Potter

164164 ratings