How Your Buyers Brain Has Changed Post Pandemic

Felix Cao is a neuromarketing expert with 15 years of experience marketing in the tech space, where he brings the “Know-How” that businesses can use to get more customers, increase repeat business & boost their popularity. In this episode of the Sales Leadership Show, Felix explains how the buying brain has changed since the COVID-19 pandemic started and how to better serve the new way that buyers want to make B2B purchases. Resources: HappyBuyingBrain.com Felix on LinkedIn [email protected] Transcript Will Barron: This episode of the show is brought to you from the Salesman.org HubSpot Studio. Coming up on today’s episode of the sales leadership show.   Felix Cao: A lot of companies, or people in general, were not used to it because there was no physical separation between work-life and home life. Now, you kind of have the two overlapping with each other. When doing B2B business, everything now becomes digitised. For the businesses that were very reliant on more face-to-face type of interactions, going to trade shows and conferences … So, how could we motivate someone so that their brains on a neurochemical level or neuroscience level releases dopamine more?   Will Barron: Hello, sales nation. My name is Will Barron, and I’m the host of the Sales Leadership Show. On today’s episode, we have the return of Felix Cao. You can find him over at happybuyingbrain.com, and buying brains is exactly what we’re talking about on today’s episode. How the buying brain has changed because of COVID-19, and how it’s probably going to change again moving forward into what we’re all calling “the new normal.” Everything that we talk about is available in the show notes over at salesleadership.org. And so with that said, let’s jump right into it.   Will Barron: Felix, welcome to the Sales Leadership Show.   Felix Cao: Hi, Will. How are you doing? And thank you so much for having me back on your podcast. It’s definitely a pleasure, for sure.   How Has The Pandemic Affected The Buyer’s Brain Over The Past 12, 18 Months? · [01:39]    Will Barron: You’re more than welcome. It’s a pleasure for me to have you back on. Okay. We’re going to talk about the buyer’s brain in this episode. We’re going to talk about whether things have changed, whether things are permanent, and a whole bunch of things. But I want to ask you as open-ended question as I possibly can to get us started. It’s a conversation as opposed to me going to subtly nudging you one way or the other, because I genuinely want get your thoughts on this. Let me ask you this, Felix. How has the buyer’s brain changed over the past 12, 18 months with COVID? And hopefully we’re on the backside of this now. How has it changed? And I guess you can add a layer on top of that of: has it changed in a way that you expected?   “The way it’s changed for sure is there’s a lot of uncertainty. There’s a lot of fear. When you combine that with the uncertainty, it certainly leads to anxiety during the buying process.” – Felix Cao · [01:57]    Felix Cao: That’s a great, very quick question. I think there’s a lot of … The way it’s changed for sure is there’s a lot of uncertainty. There’s a lot of fear. When you combine that with the uncertainty, it certainly leads to anxiety during the buying process. Also, on both sides. So,