In this Expert Insight Interview, Dr. Justin James Kennedy returns to discuss how you can win over new online clients by applying neuroscience. Dr. Justin James Kennedy is a TEDx speaker, author, neuroscientist and executive coach.
This Expert Insight Interview discusses:
- The unfading relevance of online communication
- The origin and main ideas behind the Brain Hack Project
- How executive coaches and consultants can use neuroscience to influence their clients
Online as the New Norm
Salespeople who are comfortable with a face-to-face approach can often struggle online. Despite this form of communication being forced into our lives for the past year and a half, it still throws some people for a loop, and there are plenty of professionals out there who still can’t find their way in the medium.
The online space has become the new norm, and we can expect it to remain highly relevant even when everyone is allowed to return to their office permanently.
Brain Hack Project
The prevalence of the online space in today’s business world has its upsides and downsides, but it is mainly a good thing, according to Dr. Kennedy. He has been working online in his coaching business for years and has even worked remotely as a professor.
This experience has led him to conduct a pilot study in cooperation with many coaches from Marshall Goldsmith’s community. The study was received very positively by the stakeholder-centred Marshall Goldsmith coaches, which led to the creation of the Brain Hack Project, which shows coaches and consultants how to win over new clients through the lens of applied neuroscience.
Where to Start?
The Brain Hack Project contains several modules that have been put together to take people through the process of applying neuroscience to win over new clients. Essentially, as its name suggests, the Brain Hack Project helps coaches and consultants hack their clients’ brains, enabling them to do what they do best.
If you’re looking to make a change in your interactions with people online, your best bet is to start with the client’s unconscious awareness. You need to be approachable and pleasant to converse with, using lots of smiling, nodding, and laughing at their jokes to establish rapport. By understanding the application of neuroscience in this way, you can influence your clients’ decision-making process.
John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.