sales, management, ecommerce: boost performance with neuroscience
TRANSCRIPT
CS&C is an international research, training and consulting lab on
communication, neuroscience and management.
We bring Social, Cognitive and Behavioral Neuroscience to business.
Strategic Communication,
•Management
•Human Resources
•Advertising and PR
Inter-personal (human) communication
•Leadership
•Sales
•Business Culture
Web Communication
•Conversion rates
•Web marketing psychology
www.csconsulting.me
Who we are?
www.csconsulting.me
www.csconsulting.me
We believe in Humanware:
development of skills and
psychological, cognitive and
emotional resources of humans.
The experience of our consultants
in the area of coaching, training
and consulting with political
leaders, public speakers,
managers and salespeople are
the guarantee of efficacy and
strategic aim of our services.
We develop our interventions on
an in-depth analyisis of present
situation, critical elements and
market situation of our Clients
Humanware
Humanware upgrade
Psychology ofCommunication
EmotionalIntelligence
Visual ImageryTraining
Personal Coaching
SocialNeuroscience
Managementscience
www.csconsulting.me
Mindfulness & attention focusing
www.csconsulting.me
NeuroscienceThe area of Social neuroscience have trasformed our understanding of
human communication. Managerial communication, sales, teamwork,
creativity and other business issues have been impacted deeply by this
process. Unfortunately the business science often often travel in parallel
universes with other scientific areas, such as Neuroscience.
Our core competence is the practical application of Neuroscience to
various business areas.
Functional Neurology
Neuroendocrinology
Social Neuroscience
Cognitive Neuroscience
Positive psychology
Business management
Sales & marketing
Communication
Motivation&Teamwork
Executive coaching
www.csconsulting.me
Business management
Sales
Motivation
Teamwork
Executive coaching
www.csconsulting.me
Communication
Training & Coaching
www.csconsulting.me
We can help you
NeuroManagement
NeuroSales™
NeuroPass
Upgrade your management processeswith Neurosicence. Leadership,Business Culture, Decision Making,Creativity, Motivation… Neurologybehind business success
Improve your Salespeopleperformance with Neuroscience.Reach your Customer’s unconsciousdecision processes and motivations
Check and upgrade your eSaleschannels performance. Is your webmarketing and web sales channelcompliant with your Customer’s brainfunctioning
Decision making patterns
Creativity
Leadership strategies
www.csconsulting.me
Teamwork training
Project Management
Change Management
www.csconsulting.me
Neuromanagement
NeuroSales™
www.csconsulting.me 9www.csconsulting.me
Is a set of brand new principles and
techniques concerning salespeople’s direct
communication and behaviour. Crafted on
deep understanding of human psychology
and underlying neurological processes it
provides a highly effective approach and
concrete recommendations for action. The
advantage of being immediate, simple and
practical, measurable and impactful is what
makes NeuroSales a rather unique approach
to Sales process development.
Each element of the process is based on
understanding of neurological and
neuroendocrine processes connected with
communication, customers’ decision
making, motivation, emotional impact, etc.
Neurosales Consulting
Sales channels
Performance
Goals & ScoreCards
Sales communication
Motivation patterns
www.csconsulting.mewww.csconsulting.me
Salesforce development
www.csconsulting.mewww.csconsulting.me
A.Recruitment/assessment
•Seligman’s Attributional Styles
•Humanware Assessmentcenter
•Documented results ofresearch
•Up to 88% performanceincrease
•Significant turnover decrease
B.Training e Coaching
•Neurosales Scheme
•Based on original research
•20% to 40% direct salesincrease
•Case studies available on request
C. Motivation
•Visual management
•Modello di Daniel Pink
•Revolution in ourunderstanding of human motivation patterns
•Mastery, Autonomy, Purpose as motivationdrivers
NeuroSales™ - key principles
www.csconsulting.me
Emotionaldecisions
Cognitive schemes
Mirror neuronsMotivational
drivers
Sensory input
Focusing
www.csconsulting.me
Procedures
Customer Satisfaction Perfomance
& KPIs
Relationship
AfterSalesConsulting &
Crossales
Customer Experience
Shaping
AfterSalescoaching
www.csconsulting.me
AfterSales & Customer Care
www.csconsulting.me
NeuroSales™ concepts
www.csconsulting.me 14
The «higher/long routes» which involve higher cognitive processing (logic,
reasoning) are generally much slower and usually they follow the
«protodecisions» already taken, providing „logical“ justifications for them.
Advertising communication is based on this priciples for years, although the
understanding of the underlying mechanisms was intuitive and experiental
rather than scientific.
Connections senses-emotions are
extremely fast and strong and
they take place inside the
pathways defined as „lower/short
routes“ (Le Doux) and this process
occurs in an automatic and
uncoscious way.
Our basic decisions are taken in a
very fast and irrational manner
(Damasio’s Somatic marker
theory)
www.csconsulting.me
eSales NeuroPass check
www.csconsulting.me 15www.csconsulting.me
Is your eSales process effective? How about your Conversion rates
(percentage of visitors deciding to buy from your web channels)
Check your eSales against up to 30 NeuroPass principles and
recommendations based on Neuroscience, such as:
Attention focusing check
• Attention times
• Visual positioning and focusing
• Types od visual stimulation
• Salience index (measure of impact on basic attention orientation mechanisms)
Emotional and motivational drivers check
• Primary emotional stumuli
• Emotional fixed actions compliance of your Web Marketing/eSalesstrategy
• Trust/Openness
• Usability and emotional inteference of your web channels
Cognitive elements check
• Cialdini’s principles compliance (basic social influence principles)
• Cognitive/Emotional balance
• etc…
eSales NeuroPass consulting
www.csconsulting.me 16www.csconsulting.me
First step: NeuroPass check
•Compliance with NeuroPass
•Strategic development recommendations
Second step: NeuroPass recommendationsand consulting
•eSales development Action plan
•Consulting on psychological impact measures
Third step: Performance analysis and research
•Setting main performance indexes
•Research on results
Join our Client’s Club
www.csconsulting.mewww.csconsulting.me
La Repubblica ItalianaMinistero Grazia e Giustizia
Ministero Sanita’
Ministero Pubblica Istruzione
MontenegroPresidenza del Governo
Ufficio Public Relation del Governo
Parlamento del Montenegro
Ministero Difesa
www.csconsulting.mewww.csconsulting.me
Communication Strategies & ConsultingBulevar Ivana Crnojevića, 63
81000 Podgorica
www.csconsulting.me
+3934777692760
+38267661346
Radoje Cerovic, MScCEO
Psychologist, Head of Research Dept