In my more than thirty years as a professional speaker, I have addressed audiences from Houston to Hong Kong and Budapest to Berlin and been a key-note presenter at conferences, seminars and workshops for clients including Astra, British Airways, British Telecom, Brother, Coca-Cola, Coopers & Lybrand Deloitte, ESOMAR, Glaxo, Google IBM, John Lewis, Paribas, Redrow, SAP, and Toyota. I have also spoken at such major international conferences and congresses as the UAE’s Festival of Thinkers in 2011.
Because my presentations are based on original research, conducted by my own university-based laboratory, audiences gain insights into the most recent discoveries in neuroscience, psychology and technology.
While each presentation is bespoke, in order to precisely match the conference’s overall goals and the expectations of those attending, one feature always remains the same. My strong belief that if a speaker’s message is to be attended to, understood and acted upon the audience must be both informed and entertained. That explanations must be rooted in everyday examples and practical demonstrations. Only in this way can any audience, whether university students or senior executives of major corporations, acquire the knowledge they need to enrich and inform their careers.
If you are organising a conference, seminar or workshop and would like a free copy of my book, please e-mail [email protected] or telephone +44 (0) 1323 422447.
I make no charge for an initial consultation if you would like to talk through some ideas for your next conference, a seminar or an in-house workshop.
“I have watched twice now the video of your session at Reading last Wednesday afternoon and must tell you that you improve, if that were possible, with the passing of time. I saw your thread more and more clearly as I watched your session again. In summary, you delivered exactly the powerful facilitating message of opportunity that I was looking for." Lloyds TSB
“Your profound mastery of the management subjects, and your excellent presentation contributed significantly to the success of the session. Our multinational audience responded extremely well to your lively guidance through the event." IBM
“It is difficult to find enough superlatives to describe the excellent presentations given by you. As a meeting/convention planner, I found it a genuine pleasure to work with you. David I would highly recommend you for any conference or meeting anywhere and at any time” Prudential
“You must have many congratulatory letters on file following your presentation to sales forces up and down the country. We thought we would be different by simply saying: 1. Brilliant 2. Thank You 3. Here's to the next time” Molnycke
“Thank you very much for your superb speech at our Executive Conference. Every member of the audience I’ve talked with since has praised the relevance of the content and the humour in delivery. Up to that point the Conference had gone well – your contribution helped make it truly memorable." AT&T ISTEL Ltd
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Over the last ten years, more has been discovered about the human brain than over the previous hundred thousand. These advances in neuroscience, psychology and computer technology enable advertisers, marketers and retailers to affect every step of a consumer’s journey along the path-to-purchase. To subtly, and ethically, influence each stage from the moment a want or need is triggered, through out-of-store or off-line pre-consideration, to in-store or on-line decision making. A journey which ends only once the transaction is completed and the sale made or lost. In this presentation, based on research for my latest book – The Brain Sell: When Science Meets Shopping (Nicholas Brealey Publishing) I explain:
Over 30 years ago Philip Kotler, Professor of Marketing at Northwestern University in the US, coined the term “atmospherics” to describe the way retail spaces can be designed in order to: ‘Produce specific emotional effects in the buyer that enhance his purchase probability.”
Today, retailers the world over understand the critical importance of providing shoppers not just with products but experiences. Experiences so enjoyable and entertaining they are tempted back again and again.
But what exactly does it take to create such loyalty-enhancing shopping experiences?
My laboratory has conducted extensive studies of retail ‘atmospherics’ around the world. Using equipment to monitor responses in brain and body, often combined with eye-tracking, we have put every moment of a shopper’s time with a store or mall under the neuroscience microscope. In this presentation I explain:
Have you ever wondered why your customers buy on impulse?
Sought to understand what lies behind their split second decisions to take one product home while leaving another on the shelf? Or considered the extent to which such purchasing choices can be influenced by external cues and, if so, exactly what these cues might be?
Whether your products are sold on the high street or on-line understanding the psychology behind those impulsive purchases makes a significant difference to your bottom line. In this presentation I explain the science behind the impulse buy.
Research conducted in my laboratory and studies under real life conditions have provided me with unparalleled insights into the minds of impulse-driven shopping. Knowledge which can make your own marketing and sales strategies more tempting, exciting and effective. Helped me understand the vital role played by unconscious thoughts and emotions in determining purchasing choices. In this presentation, I explain:
While you may not always be conscious of your customers’ impulses for the sake of your business you cannot afford to ignore them.
In 1957 an American market researcher named James McDonald Vicary claimed to have increased cinema sales of Coca-Cola and popcorn by exposing cinema audiences to subliminal messages. A few years later he admitted it had all been a PR stunt designed to drum up business for his ailing marketing company. For many decades afterwards the whole story was dismissed as a fantasy. Today, however, there is respectable scientific evidence to show that we are, indeed, powerfully influenced by messages of which we are unaware. In this presentation I describe:
Where does the brain end? Many would say behind the eyes and between the ears. Recent studies have demonstrated, however, that it extends far beyond the confines of the skull. That in order to understand the way consumers think, feel and behave one must also understand the powerful influences exerted not just by the body it controls but also its immediate physical environment, the society and the culture in inhabits. This increasingly accepted theory matters to commercial organisations for three key reasons.
Only by taking a holistic approach to mental and emotional function can thoughts, feelings and actions be properly understood and influenced.
Second, appreciating the role of the external world in helping regulate a consumer’s internal one, enable changes – often quite minor changes – to be made to the environment that will enhance responses to commercial messages.
Finally, gaining insights into the complex feedback and feed forward mechanisms linking brain and body, offers a window on the shopper’s private inner world. In this presentation I explain:
To any company thinking of engaging with neuromarketing, the science and technology involved often seem deeply complex and totally confusing.
With different neuromarketers often advocating different approaches and each claiming theirs is superior to all the others, what is the non-specialist to make of it all?
How can he, or she, find their way through the seemingly opaque language and competing technologies?
Should they go with fMRI or EEG? What are the strengths and weaknesses of each? Is the underlying science reliable or mainly speculation?
Are the claims largely smoke and mirrors from a professional marketer or founded in solid, academically respectable and main stream neuroscience?
In this presentation, I offer a neuromarketing primer to companies interested in testing out this new approach to market research. I describe:
Before your company spends thousand on a neuromarketing study why not invest one hour of your decision maker’s time to discover the truth about an industry which sometimes seems to offer more hype than help.
The dictionary defines “sell” as “giving up or handing over to another person for money.”
While perfectly accurate, this does not take us much further in understanding either the psychology or the neuroscience behind the sales process.
A more useful way of understanding selling is as “problem solving.” According to this operational definition, a manufacturer or service provider offers customers neither products nor services, but solutions to problems arising from needs or want-needs.
Problems vary in terms of urgency and complexity. Some may be so pressing that finding a solution is uppermost in the consumer’s mind at the precise moment a solution is offered. Others can be solved over a period of days, weeks, or even years.
Problems may have a single possible solution or many. The former are termed convergent and the latter divergent. No matter how difficult or complex a problem, however, it is comprised of just three elements - the Givens, the Operations, and the Goals.
In this presentation I describe this radically new way of looking at selling which applies no matter what the product or service being offered. I explain how:
Stress can be a curse. Something that harms health and undermines performance. But it can also prove the driving force for success, enhancing motivation, increasing productivity and opening the way to greater innovation and successful change. Audiences will learn practical techniques for:
My early research was into practical ways of managing stress. I have developed unique techniques based on breath control www.bo-tau.com and taught the subject at senior management level across a wide range of Fortune 500 companies. For some years I worked with IBM on their Personal Development Programme. I have published a number of books on stress including: Ten Minute Time and Stress Management, Information Overload - Practical Strategies for Surviving in Today's Workplace, and Stress for Success.