By using this fear effectively, it is possible to control people , although this may sound harsh . You can manipulate them to get what you want.
Therefore, it is a powerful weapon when making telemarketing appointments with customers or closing contracts in sales .
The reason why the call center I run is the number one oman b2b leads NTT agent in the country and has an average appointment rate of over 8% as a telemarketing agent is because we make good use of fear .
Other companies only talk about the benefits.
The benefits alone are not enough to convince you to accept an appointment when you receive a sudden call from a stranger.
The reason why fear motivates us to take action is largely due to the " reptilian brain ."
What is the reptilian brain?
In this article, we will explain the " three-layer structure of the brain ," including the reptilian brain , so by understanding it you can increase the success rate of your telemarketing and sales.
Learn about the characteristics of the reptilian brain, mammalian brain, and human brain, and apply this knowledge to your daily sales activities.
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Paul MacLean's "three-layered brain" hypothesis
The three brains: reptilian, mammalian, and human
The main role of the reptilian brain
The main role of the mammalian brain
Main roles of the human brain (neomammalian brain)
The customer is a reptile
4 Characteristics of the Reptilian Brain
High motivation to escape fear
I want to be superior and in control
Sensitive to short-term desires
If it's not new and interesting, ignore it.
The human brain is still immature
Using the human brain consumes a huge amount of energy.
Living things are constantly fighting hunger
DNA keeps the human brain from using calories
Making the customer make up stories
[Three-layer structure of the brain] Summary of the reptilian brain
Paul MacLean's "three-layered brain" hypothesis
Paul MacLean's three-layered brain hypothesis
In 1973, an American doctor named Paul MacLean divided the brain into three parts and proposed a theory he called the " Trinity Brain ."
If you slice the human brain vertically, it is found to have three layers .
The first layer is the " reptilian brain "
The second layer is the " mammalian brain "
The outermost part is called the " neo-mammalian brain or human brain ."
This is the three-layer structure of the brain .
It was created in evolutionary order.
Just because we are human, we not only have a human brain, but also a reptilian brain and a mammalian brain.
These three brains share different roles in processing information.
And the order in which the three brains function is basically fixed.
When information enters the brain, it is processed in the same way that organisms evolved.
Processing order
Reptilian brain ⇒ mammalian brain ⇒ human brain.
The three brains: reptilian, mammalian, and human
The three brains: reptilian, mammalian, and human
The human brain has three brains: the reptilian brain, the mammalian brain, and the human brain.
In particular, the more you know about the reptilian brain, the higher your telemarketing appointment rate will be and the more likely you will make a sale.
In other words, it is directly related to income .
On the other hand, if you ignore your reptilian brain, you will not be able to communicate effectively with customers, your appointment rate will decrease, your sales success rate will decrease, and your income will decrease.
People who are good at telemarketing, good at sales, and companies that perform well, whether they are conscious of it or it's just a coincidence, have an approach that effectively stimulates the reptilian brain.
The main role of each brain
The reptilian brain is concerned with survival and reproduction.
The mammalian brain is concerned with social relationships
The human brain is involved in language and logical thinking
The most important thing for life is survival and reproduction.
If they cannot survive and reproduce, they will be unable to produce offspring and will become extinct.
As a genetic function, survival is given top priority, so all information is first processed by the reptilian brain , which is responsible for survival .
The main role of the reptilian brain
The primary function of the reptilian brain is survival and reproduction .
The movement is reflexive: if a snake approaches, the lizard will run away without a second thought.
If you think logically, "Is it a snake? What should I do? Is it hungry?", you will be eaten. The species will become extinct.
The reptilian brain is characterized by its reflexive response to fear .
The basics are eat, fight, flight or reproduce.
