People who are disconnected from a certain emotional area in their brains ... can't make decisions.
No matter how intelligent they are, they struggle to make the simplest of choices. Think about this ...
Decisions come from an emotional area of our brain. All decisions are emotional. Ouch!
Giving prospects a bunch of facts, figures, slides, and videos will put their brains into analytical mode. Ouch! Ouch!
Now our prospects are disconnecting from this emotional, decision-making part of their brains.
Can we see the problem?
We create this problem by pushing our prospects into analytical mode. Yes, we are at fault.
The bottom line? Decisions are made emotionally and then justified or rationalized with logic.
And that is how the brain works.
Here are some examples.
Why do you think someone buys our diet products?
- They want to look good at the ten-year class reunion and finally get a date.
Why do you think someone joins our business?
- Because our company is 5 years old?
- Because they want to earn enough money to stay home and raise the children instead of pawning them off to daycare?
So what is the goal of visiting with our prospects?
A. To educate them with facts and figures?
B. To get a decision?
If our goal is to get "yes" decisions from our prospects, then let's stop showing PowerPoint slides,
reciting research, and showing boring commercial videos. Instead, let's talk to the decision-making
part of their brains with the emotional reasons to buy our products or to join our business.
Just a few things we should consider when chatting with people :)
Hope this helps,