First Published in Elearning Magazine: Selling with the Brain in Mind

selling-with-brain-in-mindWhy Neuroscience Should Be Changing the Way You Design Sales Training

For the past decade, advances in neuroscience have shed new light on how the brain learns. While this science is still in its infancy and there are more questions than answers right now, many teachers, instructional designers and trainers are implementing brain-aware techniques into their work as educators. Yet a quick review of the top 20 sales programs in 2016 offers pretty much the same solution selling approach that has been in vogue for decades. While the rest of the education and training profession is finding new ways to apply the expanding understanding of how brains work, sales trainers often seem stuck in the past. This would be fine if the selling techniques of the past were actually working, but new research shows that people often make a major purchase decision in spite of the sales person, rather than because of him or her. If you want to give your organization a competitive advantage, this post provides some practical applications of brain science you can use today to revitalize your sales training programs. The full article is posted here, on the latest issue of eLearning Magazine.

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