From the course: The Persuasion Code, Part 1: The Neuroscience of Sales
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Contrastable brain stimuli
From the course: The Persuasion Code, Part 1: The Neuroscience of Sales
Contrastable brain stimuli
- A normal brain receives and processes about 11 million bits of information per second. Think of it as watching seven or eight movies at the same time. Unfortunately, human focus and attention is limited to about 50 bits per second. In other words, our conscious awareness can only process about 0.0005% of the information that our brain receives. So how do we then decide where to focus that precious attention? The primal brain uses contrast to decide where to focus our attention. If nothing has changed, it won't jeopardize our survival, so the primal brain will not pay attention. On the other hand, if something has changed, if primal brain detects contrast, it will direct its attention. A loud noise over silence makes us jump. The same loud noise over a noisier background will not trigger the same response. The problem in business today is that most companies start their persuasion approach by claiming we are the…
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