The Brainy Business | Understanding the Psychology of Why People Buy | Behavioral Economics
Consumers are weird. They don't do what they say they will do and don't act how we think they "should." Enter Melina Palmer, a sales conversion expert with a personal mission to make your business more effective and brain friendly. In this podcast, Melina will take the complex concepts of behavioral economics (the study and science of why people buy - or not) and provide simple, actionable tips you can apply right away in your business. Whether you're a small business or thriving corporation, Melina's tips can help your business increase sales and get more customers.
Disrupting Implicit Bias
In this episode of The Brainy Business podcast, Melina Palmer welcomes Dr. Nilanjana (Buju) Dasgupta, author of the thought-provoking book, Change the Wallpaper. Buju, a prominent social psychologist and founding director of the Institute of Diversity Sciences at the University of Massachusetts Amherst, shares her insights on implicit bias and the cultural patterns that influence our behaviors and decisions.
Together, Melina and Buju explore the metaphor of "wallpaper" in our lives—the subtle, often unnoticed influences that shape our attitudes and beliefs. They discuss how these cultural patterns can create barriers for individuals, particularly those from marginalized ba...
Breaking Free from Functional Fixedness
In this episode of The Brainy Business podcast, Melina Palmer delves into the intriguing concept of functional fixedness—the mental block that limits our ability to see alternative uses for familiar objects. Drawing on the popular saying, "when all you have is a hammer, everything looks like a nail," Melina illustrates how this phenomenon can hinder creativity and problem-solving in both personal and professional contexts.
Through engaging anecdotes, including the famous Apollo 13 mission, she highlights the importance of reframing our thinking to unlock innovative solutions. Melina emphasizes that by stepping outside our established mindsets, we can discover ne...
Unlocking the Power of Storytelling in Business
In this episode of The Brainy Business podcast, Melina Palmer sits down with Karen Eber, author of The Perfect Story, to explore the art of storytelling and its profound impact on communication in business. Karen, an award-winning author and CEO of Eber Leadership Group, shares her insights on how storytelling is not just an art but a crucial skill for leaders looking to connect with their teams and drive engagement.
Melina and Karen discuss the common misconceptions surrounding storytelling, including the idea that a story must be perfect or fully fleshed out to be effective. They explore...
Metaphors and Brand Connection
In this episode of The Brainy Business podcast, Melina Palmer dives deep into the compelling world of metaphors in branding with Malcolm and Hannibal Brooks from Olson Zaltman. Discover how metaphors shape our understanding and influence consumer behavior, and why they are crucial for effective communication in marketing.
Melina, Malcolm, and Hannibal discuss the Zaltman Metaphor Elicitation Technique (ZMET), a unique approach that uncovers the underlying emotions and perceptions consumers have about brands. The conversation highlights the importance of aligning metaphors with your target audience to enhance brand loyalty and drive sales. Through fascinating case studies, including...
Beyond Mentorship - How to Sponsor Success
In this episode of The Brainy Business podcast, Melina Palmer welcomes Dr. Rosalind Chow, an associate professor of organizational behavior and theory at Carnegie Mellon University. Rosalind shares insights from her new book, The Doors You Can Open, where she distinguishes between mentorship and sponsorship, emphasizing the importance of actively creating opportunities for others.
Melina and Rosalind dive into the dynamics of power and status within organizations, discussing how social hierarchies can impact diversity and inclusion efforts. They explore practical strategies for individuals at any level to become effective sponsors, highlighting the significance of good listening and...
The Art of Getting Along
In this episode of The Brainy Business podcast, Melina Palmer welcomes Amy Gallo, a workplace expert and author of Getting Along: How to Work with Anyone, Even Difficult People. Amy shares her insights on navigating challenging interpersonal dynamics at work and offers practical strategies for improving communication and collaboration with even the most difficult colleagues.
Melina and Amy discuss the importance of emotional intelligence and the skills necessary to foster better relationships in the workplace. They explore the eight archetypes of difficult coworkers, including the pessimist, the know-it-all, and the passive-aggressive peer, and provide evidence-based tactics for...
What We Value
In this episode of The Brainy Business podcast, Melina Palmer welcomes Emily Falk, author of the insightful book, What We Value. Together, they dive deep into the concept of value, exploring its complex layers beyond monetary aspects and its profound impact on our relationships, society, and business practices.
Emily, a leading expert in behavior change and persuasion, shares her extensive research on how our brains calculate value and make decisions. She discusses the interplay between self-relevance and social relevance in our choices, illustrating how these factors influence not only personal behaviors but also the way ideas spread...
Making It Easy: The Art of Seamless Sales
In this episode of The Brainy Business podcast, Melina Palmer is joined by Nikki Rausch, a sales coach and expert in making it easy for customers to do business with you. Drawing from her extensive experience in sales and Neuro Linguistic Programming, Nikki shares actionable insights on how to improve communication and streamline the sales process.
Together, Melina and Nikki discuss the importance of clarity in messaging and the impact of small adjustments in communication. They explore common pitfalls in email exchanges, such as the overuse of "I" statements and ineffective scheduling techniques that can inadvertently create...
The Social Art of Influence
In this episode of The Brainy Business podcast, Melina Palmer welcomes Mikael Klintman, author of the insightful new book, Framing: The Social Art of Influence. Their conversation delves into the powerful concept of framing and how it shapes our perceptions and actions in everyday life.
Mikael, a professor of sociology at Lund University, shares his expertise on the four categories of framing: texture, temperature, position, and size. He explains how these elements can be strategically used to influence consumer behavior and decision-making. Through engaging examples, including the marketing strategies of luxury brands like Patek Philippe, Mikael illustrates...
The Psychology of Pricing: Framing with Numbers
In this episode of The Brainy Business podcast, Melina Palmer revisits the fascinating concept of framing with numbers. She explores how the presentation of numerical information can significantly influence decision-making and consumer behavior. Melina emphasizes that the way numbers are framed can be more impactful than the numbers themselves, particularly through the lens of loss aversion and familiarity.
Listeners will learn how to unlock the power of numbers by testing different frames in their business communications. Melina breaks down common pricing strategies and addresses frequently asked questions about pricing formats, including the effectiveness of ending prices in 99...
