Facebook, Twitter, other social media are brain candy, study says<\/a><\/strong><\/h1>\nBy Deborah Netburn<\/h3>\n
May 8, 2012<\/em>, <\/em>2:05 p.m.<\/em><\/span>
\nIn her article, Deborah says:<\/p>\n\u201cResearchers at Harvard have gotten to the bottom of why so many of us are compelled to share our every thought, movement, like and want through mediums like Twitter, Facebook, Foursquare, Instagram and Pinterest. In a series of experiments, the researchers found that the act of disclosing information about oneself activates the same sensation of pleasure in the brain that we get from eating food, getting money or having sex.<\/span> It’s all a matter of degrees of course, (talking about yourself isn’t quite as pleasurable as sex for most of us), but the science makes it clear that our brain considers self-disclosure to be a rewarding experience.\u201d<\/em><\/span><\/p>\nSo what does all that have to do with selling more?\u00a0 Quite a bit, if you think about it.\u00a0\u00a0Effective selling initially involves active listening during the approach, interview and demonstration phases. \u00a0You as the prospective seller should only be talking 20% of the time or less while trying to determine and clarify the needs of the prospective buyer.\u00a0 So if you are listening 80% of the time, that means that the prospect is talking 80% of the time.\u00a0 If you are asking the right questions, they are talking about themselves and\/or their company.\u00a0 Now refer back to the physiological response above as determined by the smart folks at Harvard.\u00a0 I think that if you have allowed the prospect the pleasurable experience of talking about themselves, they are likely to be\u00a0in a much more favorable state of mind to give strong consideration to the value proposition you are trying to present and ultimately sell.<\/p>\n","protected":false},"excerpt":{"rendered":"
I know, I know.\u00a0 What does a bean-counter, accountant geek know about sales?\u00a0 Actually more than you might think.\u00a0 But setting aside all pre-conceived notions, I wanted to share an article I discovered today.\u00a0 It\u2019s about the physiological changes in people who are asked to talk about themselves.\u00a0 It is really quite fascinating.\u00a0 Here is…<\/p>\n","protected":false},"author":25,"featured_media":0,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"_editorskit_title_hidden":false,"_editorskit_reading_time":0,"_editorskit_is_block_options_detached":false,"_editorskit_block_options_position":"{}","cybocfi_hide_featured_image":"","footnotes":""},"categories":[16],"tags":[],"class_list":["post-1493","post","type-post","status-publish","format-standard","hentry","category-shanes-really-deep-insights"],"acf":[],"yoast_head":"\n
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