Notifications & Messages

Jared Hamilton
From: Jared Hamilton
Hey - It’s time to join the thousands of other dealer professionals on DrivingSales. Create an account so you can get full access to the articles, discussions and people that are shaping the future of the automotive industry.
×
Ketty Colom

Ketty Colom Digital Marketing Specialist

Exclusive Blog Posts

How SEO Impacts the Service Department

How SEO Impacts the Service Department

Digital marketing in the dealership often is viewed and conducted solely from a sales perspective. But the service department, often called the "backb…

What 89% of salespeople are failing to do...

What 89% of salespeople are failing to do...

  According to Dale Carnegie only 11% of salespeople ask for referrals. We all know how valuable referrals are but when it comes time to ask for a …

Why Your Online Shoppers Don’t Take the Bait

Why Your Online Shoppers Don’t Take the Bait

You think you’re dangling an enticing lure in front of your customers’ eyes. You plan to set the hook and reel them in. But what you don&rs…

Click-to-Call [Infographic]

Click-to-Call [Infographic]

  Most dealers understand the importance of making it easy for customers and prospects to find contact information. Websites often have prominent &…

Quick Tips for Improving Dealership Culture

Quick Tips for Improving Dealership Culture

Car dealers have a terrible reputation. It's such a negative experience for so many that people are electing to make a major purchase like a vehicle fr…

The 3 Layer Brain

 

 

How many brains do you have? Trick question, I know. Your biology teacher said you have one. However, according to Dr. Mark Goulston your brain has three layers that evolved over millions of years. There’s the reptile layer, the mammal layer, and the primate layer.  Let's take a deeper look into these layers and ways you can tap into these parts of the brain in your sales presentation, customer service, or just everyday life.

Reptilian Brain: This is the most basic of the layers. It taps into your natural instinct of “Fight or flight.” Here, the brain acts and reacts without a lot of thinking going on. Your body is hard-wired to react to stress in ways meant to protect you against threats from predators and other aggressors. It can also leave you frozen in a crisis like the unfortunate deer in the headlights.

Mammal Brain: This is your inner drama queen. This layer of your brain takes hold of the powerful emotions in your life---love, joy, anger, jealousy, grief...

Primate Brain: This is where your logic comes in. Here your brain weighs a situation logically, rationally, and generates a plan of action. This part of the brain collect data from the lower parts of the brain, analyzes it and makes practical decisions.

How is this information useful to you? Simple: you cannot get your message through any other layer but the Primate brain. If you notice someone is reacting illogically or emotionally to your statements stop all together.  You’ll be wasting your time. In this instant you need to talk a person up to the rational primate brain.  You need to understand what the person is going through and try to mirror them. Effectively mirroring a person will create one of the most potent tools you’ll have in getting through to someone.

 

 

Like what you've read? There are more tips on marketing, social media, and the automotive industry here!

 Unlock all of the community & features  Join Now