Encourage prospects to envision the benefits of your product or service from "summary" of Sell More with Science by David Hoffeld
To ignite the buying brain, you must guide prospects in visualizing the advantages that your product or service will deliver. When prospects vividly envision the benefits your offering will provide, their mental simulations activate regions of the brain associated with reward, causing them to psychologically experience the pleasure they anticipate receiving. This triggers a release of dopamine, a neurotransmitter that’s linked to feelings of pleasure and reward, which motivates prospects to take action. Research reveals that when prospects mentally simulate using a product or service, they are more likely to buy. This is because the brain cannot distinguish between imagining an experience and actually having it. Therefore, when prospects immerse themselves in the mental image of your offering in action, they attribute the pleasure they feel to your product. This strengthens their desire to obtain it and increases their ...
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