modelo de preferencias cerebrales

The model of brain preferences and shopping area

The model of brain preferences, under the acronym HBDI (Herrmann Brain Dominance Instrument) was developed by Ned Herrmann, on the basis of studies conducted by Roger Sperry and Paul Mc.Lean. Through the concepts of right, limbic and cortical brain, Ned Herrmann designed a model of analysis and evaluation of the preferences of the brain.

Ned Herrmann divided the brain into four quadrants, with the following characteristics:

This model allows us to understand how people communicate, learn and relate, as a powerful tool for the understanding of the various aspects of professional life.

When it is related to the commercial area, brain preferences model allows:

• Develop skills to be a sales success

• Explain the preference for certain brands or products

• Adapt style the sale to the consumer’s profile

• know what behaviors should be avoided or improved at the time of sale

• Read the signs of the customers

As each customer, suppliers are also characterized by a profile. Know the differences between the profiles, allows us to understand the tastes and expectations of the client and adapt sales strategy.

modelo de preferencias cerebrales2

Example of expectations and tastes of customers who are positioned in each of the quadrants:

modelos de preferencias comerciales3

This model, as well as improving sales strategy, allows you to reflect on the importance of diversity in teams and the need to synchronize the profiles.

Therefore, the model of preferences is a useful tool for improving relations and communication in professional interactions, and can also bring great benefits to personal life.

For more information visit:


0 replies

Leave a Reply

Want to join the discussion?
Feel free to contribute!

Leave a Reply

Your email address will not be published. Required fields are marked *