Neuro-sell : how neuroscience can power your sales success

Simon Hazeldine

"Anyone involved in sales faces huge challenges these days, from fierce global competition, pressure on margins, difficulties of getting time with prospective buyers and the power of internet-savvy buyers. To succeed in sales, you need something more than the traditional techniques. Neuro-Sell gives you the edge through a brain-based perspective, process and approach to selling that is sensitive to what's going on in your customers' minds. Learn how to really relate to your prospects and sell in a way that is comfortable for both buyer and seller. Understand the importance of the unconscious and find out how to get below the surface level of what people say to recognise what they really mean. Develop your skills in building sales relationships with the four main types of buyer by fully understanding their needs. And discover the five stages of neuro-negotiating that will see your sales rates rocket"--

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Year of publication:	2014
Authors:	Hazeldine, Simon
Publisher:	London [u.a.] : Kogan Page
Subject:	Neuromarketing \| Verkaufsverhalten \| Sales behaviour

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Extent:	xi, 212 pages Ill., graph. Darst. 24 cm
Type of publication:	Book / Working Paper
Type of publication (narrower categories):	Ratgeber ; Guidebook
Language:	English
Notes:	Includes bibliographical references (pages 205-208) and index Machine generated contents note: About the authorForeword -- AcknowledgementsIntroduction1 The harsh reality facing sales professionals2 The background to neuroscience and how it applies to selling3 A guided tour of your customer's three brains -- The reptilian (old) brain -- The emotional (mid-)brain -- The rational (new) brain -- Mirror neurons4 The buying process and the buying brain -- Go upstream! -- A primitive brain in a modern world -- Stay away from danger; move towards reward -- Neural maps5 Adaptive selling -- Adapting to the nature of the selling situation6 The PRISM model of human behaviour and adaptive selling -- Brain chemicals -- The four quadrants -- The four customer colours7 How to read your customer and how to adapt your style -- Observe -- Classify -- Adapt8 The 'Neuro-Sell' brain-friendly selling process - the first phase: Consider -- Stage 1: consider9 The 'Neuro-Sell' brain-friendly selling process - the second phase: Maximize comfort -- Stage 2: comfort part I: connect -- Stage 3: comfort part II: chameleon -- Stage 4: comfort part III: control10 The 'Neuro-Sell' brain-friendly selling process - the third phase: establish context and catalyse -- Stage 5: context and catalyse -- Stage 6: check11 The 'Neuro-Sell' brain-friendly selling process - the fourth phase: Convince -- Stage 7: convince12 The 'Neuro-Sell' brain-friendly selling process - the fifth phase: Close the deal -- Stage 8: confirm and conclude13 Some more brain-friendly selling tips -- Being memorable -- Keeping it simple -- Making changes -- Using metaphors -- Going multi-sensory -- Spatial association -- Giving the customer's brain something to complete14 Body language and the truthful brain -- Observing the customer15 Neuro-negotiating -- Why (most) salespeople aren't good at negotiating -- Two distinct skills sets -- The importance of feeling comfortable feeling uncomfortable -- The five stages of negotiation -- The importance of planning and preparation -- The four different negotiators -- Different negotiation styles -- The power/comfort balance -- Comfort builders -- Power builders -- Is the customer lying?16 ConclusionReferences -- Further reading -- Index.
ISBN:	978-0-7494-6921-4 ; 978-0-7494-6922-1
Source:	ECONIS - Online Catalogue of the ZBW

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