Thursday, March 18, 2010

Brain Rules - Absolutely Required Reading For Sales, Presales and Marketing People

This book doesn’t appear to be about business, necessarily, but – it definitely is!

Brain Rules provides both the explanation and, more important, clear guidance on how to help you enable your customers to remember the material you present in demos (and via other communications vehicles as well).

Particularly useful and interesting are the following chapters:

- Rule #4: We don’t pay attention to boring things (attention)
- Rule #5: Repeat to remember (short-term memory)
- Rule #6: Remember to repeat (long-term memory)
- Rule #10: Vision trumps all other senses (vision)

I feel as though I’ve slowly (over a period of many years!) been discovering many of the principles that the author presents in the book. A colleague of mine wisely commented that “An hour of research is worth a year in the lab” – but, of course, he’s a cynic.

Summary? Read it. Here’s information on the book:

Brain Rules: 12 Principles for Surviving and Thriving at Work, Home, and School, John Medina, Pear Press, Reprint edition (March 10, 2009), ISBN-10: 0979777747, ISBN-13: 978-0979777745.

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