Tendencias y neuroventas 2015
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TENDENCIAS PARA VENDER MÁS por: Jürgen Klaric
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8 años 5 años
8 años
4 años
4 años
TWITTER, FACEBOOK Y APPS NACIERON EN NUESTRA VIDA HACE SOLO
5 a 6 años
4 años
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INNOVACIÓN
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VALOR generar
al ser humano
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Me cansé de adivinar…!
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Estamos ciegos! !
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Varios estudios internacionales comprobaron
que sólo el 6% de los procesos
de innovación tienen éxito.
(Doblin Group Analysis, the CHAOS report, et al).
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PRUEBAS DE CEGUERADe cada 10 comerciales de TV que se producen, sólo 4 cumplen las expectativas del cliente.De cada 10 lanzamientos de nuevos productos, sólo 2 llegan a la meta planeada.De cada 10 promociones, sólo 5 logran cumplir su objetivo.Fuente: Mindcode Group, MIFS (Marketing Industry Failure Survey), USA, 2007-2008.
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¿QUÉ TAN RELEVANTES SON LOS AGENTES DE SEGUROS EN LA INDUSTRIA DE SEGUROS?
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¿POR QUÉ ESTAMOS CIEGOS?
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1- Falta de humildad, creemos que sabemos todo.
2- No creemos en las ciencias sociales y menos en las biológicas. Desactualización.
3- Los métodos tradicionales YA NO SON SUFICIENTES para innovar.
4- No nos detenemos a pensar.
5- La universidad nos confundió mucho.
6-Aún no usamos técnicas y herramientas científicas. Y…
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¿LAS DECISIONES DE COMPRA
SON RACIONALES O
EMOCIONALES?
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¿Qué es NEURO
MARKETING?
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¿Cómo funciona el
cerebro en 2 minutos?
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PA
3 Todos tenemos Cerebros
DR. PAUL D. MAC LEAN 1952 TRIUNE BRAIN THEORY
1
2
3
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CORTEX
1 “Compré una… Porque es la que Qene el
mejor procesador”
Funcional Lógico AnalíQco
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Interpretación semánQca: “Me siento bella, deseada y atracKva.”
CORTEX
LÍMBICO
2 Emociones Miedos
Kinestesia Sensaciones
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CORTEX LIMBIC
REPTILIANO
3 Sobrevivencia Reproducción
Dominación (Poder) Defensa
Protección
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15+6
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3+56
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89+2
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12+53
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75+26
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25+52
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63+32
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Piensa rápido
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123+5
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Piensa en una Herramienta...
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Y yo que?
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De la buena comunicación, emoción y
colaboración nace el cambio.
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SERVICEinnovation
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EXPERIENCEinnovation
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9 MEJORES
NEUROVENTAS
TIPS
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En el 2011 descubrimos que la mente se cierra al discurso de venta
tradicional. Estudio Neuromarketing Mindcode 2011
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#1 VENDELE AL GÉNERO
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#2 Vender sin vender es como vender.
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Escuchando Preguntando
Desestresando
Emocionando y
Enseñando
Compartiendo Comiendo
Riendo
Sirviendo
En vez de hablar y vender hazlo…
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#3 Todo lo que compras es por
MIEDO
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No poder pagar Que te roben
No verte Bien… Perder un cliente Perder la tarde
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#4 Habla menos, escucha más.
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ESCUCHAR MÁS HABLAR MENOS Sigue el principio de la docencia, en donde se aprende más haciendo preguntas que afirmaciones!Hablar 247 vs. Pensar 478
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#5 Cambia la percepción
TANGIBLEMENTE
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Muro de objeciones
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#6 Un error es una oportunidad
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“Un error bien atendido es la mejor oportunidad para
fidelizar a un cliente”
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#7 Vende a través de los sentidos
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Debes ser consciente de que la mente usa los 5 sentidos para tomar la decisión, es por esto…
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-24% efectividad en ventas.
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-12% efectividad en ventas.
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#8 Optimiza tu discurso
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SEUGN LSA IVNESTIGIANOES , NO IPOMRTA CAUL ES EL ODREN DE LAS LERTAS DE UNA PALARBA, MINNEIRTAS QUE LA PRIERMA Y LA UTLIMA ETESEN EN EL LUAGR COERRECTO. ESTO SE DEBEE A QUE LA METNE HUNAMA NO LEE CDAA LERTA POR SI MISMA, SNIO LA PALBARA CMOO UN TDOO.
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#9 Palabras claves para el cerebro
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Lograr Poder
Proteger Entretener Dominar
Transformar Recordar Disfrutar
Conquistar
TÚ
USA VERBOS DE ACCIÓN
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ROMANTICOS LOS LATINOS SOMOS UNOS LOVERS
LOS FRANCESES SON UNOS “THINKERS”
LOS GRINGOS “DOERS”
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Pensar
diferente es gratis.
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Mindcode Jurgen Klaric www.BiiAlab.org
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GRACIAS.