How could I get access to the deeper motives (not the ones they tell you) of a B2B decision maker in order to develop an appropriate messaging for convincing communication tools? – Happy Brains

How could I get access to the deeper motives (not the ones they tell you) of a B2B decision maker in order to develop an appropriate messaging for convincing communication tools?

Welcome to my world!


What they tell you is just something rational at the conscious level (their Desires, Needs, Wants). If you really want to learn what their FRUSTRATION is you will have to use neuro-scientific modalities, because the true motive is hidden in their subconscious mind, and they can’t tell what it is.


In fact, Persuasion Strategies and Techniques do the same at the beginning as empirical marketing: asking the clients what they want. BUT we don’t listen to what they say but considers HOW they say it.

We analyse the physiological changes taking place in the body during the decision process. These subtle physiological signals are driven by the primal brain without being under the conscious brain’s control.Modalities like LVA (Layered Voice Analysis), Facial Imaging, EEG (Electro Encephalogram) etc. are used to reach that information.


Please bear in mind that if they can’t say what their subconscious frustrations are, there is no chance for you to say what these are!

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