Episode #058: How A Buying Decision Gets Made with Dr. Martin Lindstrom

In This Episode of The Buyer’s Mind with Jeff Shore:

Dr. Martin Lindstrom talks with Jeff about everything from Small Data to Big Data.  Have you ever wondered why nails on a chalkboard make you cringe? Dr. Lindstrom explains how your brain and your customer’s brain uses the senses to help make decisions.  It’s a fascinating discussion that puts your customer front and center and will help make you a better sales professional.



Topics we’re going to cover on today’s podcast:

[4:47] Quote of the Day

[5:09] Sales Tip of the Day

[6:24] Dr. Martin Lindstrom

[7:43] How did we lose the customer?

[11:30] What research have you done with the most impact?

[17:03] Our low tolerance for boredom

[23:55] Making decisions without consulting the research

[27:24] The role of emotion in the purchasing decision

[38:51] Motivational Summary


More about our guest Dr. Martin Lindstrom:

Change Agent. Brand Futurist. Best-selling Author. Martin Lindstrom is one of the world’s premier (and toughest) brand building experts – advising Fortune 100 brands from the Coca-Cola Company to Nestle to Red Bull on how to build future-proof brands. Lindstrom is the recipient of TIME Magazine’s “Worlds 100 Most Influential People.”

He is a New York Times and Wall St Journal best-selling author of six groundbreaking books on branding, including Buyology: The Truth and Lies About Why We Buy, BRANDsense and Brandwashed.

Buyology was voted “pick of the year” by USA Today, and appeared on the Top 10 bestseller lists in the US and worldwide, including the New York Times and the Wall Street Journal. His book BRANDsense was acclaimed by the Wall Street Journal as

“…one of the five best marketing books ever published.”

His latest book (St. Martins Press, New York): Small Data –The Tiny Clues That Uncover Huge Trends, is out February 2016.

Martin Lindstrom has carved out a niche as a global expert and pioneer in the fields of consumer psychology, marketing, brands, and neuro-scientific research.

He has developed an unorthodox way of doing what every company says it wants to do: understand its consumers’ deepest desires and turn them into breakthrough products, brands or retail experiences.

In 2015, Thinkers50 ranked Martin number 18 amongst the world’s most influential management thinkers.

He is the anchor and producer of NBC’s popular TV show; ‘Main Street Makeover’ on TODAY; a columnist for Fast Company and TIME – and continues to feature in the Wall Street Journal, Newsweek, The Economist, New York Times, Bloomberg Businessweek, The Washington Post, USA Today, and numerous publications and television channels worldwide.


Links from today’s podcast:

HomeStreet Bank 

Dr. Lindstrom’s Site 

FastCompany Article 

Buyology: Truth and Lies About Why We Buy

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About the Author: Jeff Shore

Jeff Shore

Jeff Shore is the Founder and President of Shore Consulting, Inc. a company specializing in field-tested and proven consumer psychology-based sales training programs.

Jeff is a top-selling author, host of the popular sales podcast, The Buyer’s Mind, and an award-winning keynote speaker. He holds the prestigious Certified Speaking Professional designation from the National Speakers Association and is a member of the NSA’s exclusive Million Dollar Speaker’s Group.

With over 30 years of real-world, frontline experience, Jeff’s advanced sales strategies spring from extensive research into the psychology of buying and selling. He teaches salespeople how to climb inside the mind of their customers to sell the way their buyers want to buy. Using these modern, game-changing techniques, Jeff Shore’s clients generated over $30 billion in sales last year.