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| You are here: Home » The Marketing Diary » Various Marketing Ramblings » SalesBrain ... The Next Big Thing in Sales? September 27, 2004 SalesBrain ... The Next Big Thing in Sales? Keith Bates, a dear friend of mine, today reports in his blog about the possible "next big thing in sales". SalesBrain adds neuroscience to the sales process, giving you a new model to convince the brain to make the decision to buy. Christophe Morin contends that four steps govern the process: 1. Pain Research: Assessing the nature and intensity of the customer's "pain". 2. Claims coaching: Developing the highest, compelling reasons why no competitor can provide a better alternative than your solution. 3. Gain: Demonstrating beyond reasonable doubt how the customer will benefit. 4. Old brain training: Adopting the best techniques for delivering the above points in a powerful, memorable message. (This last item is what separates real creative directors from wannabes). To tell you the truth, I'm usually not too crazy about "the next big thing" or new marketing solutions that promise the world. Mostly, these are just created by marketing consultants wantint to differentiate themselves from the rest of the "herd". Nothing new, just emperor's new clothing. But SalesBrain peaked my interest. It makes sense. It just might work. Read the entire story on Keith's web site
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