Neuro-Sell

How Neuroscience Can Power Your Sales Success
1. Auflage 2013
ISBN: 978-0-7494-6921-4
Verlag: Kogan Page

Buch, Englisch, 232 Seiten, Format (B × H): 156 mm x 234 mm, Gewicht: 360 g

Anyone involved in sales faces huge challenges these days, from fierce global competition and increased pressure on margins to the power of internet-savvy buyers and difficulties with getting time with prospective buyers. To succeed in sales, something more than the traditional techniques is needed. Neuro-Sell presents an effective, brain-based approach to selling that is sensitive to what's going on in the customer's mind. Neuro-Sell helps readers understand the importance of the unconscious and get below the surface of what people say to recognise what they really mean. Packed with examples, quizzes, templates and interactive exercises, it develops readers' skills in building sales relationships with the four main types of buyer and outlines the five stages of neuro-negotiating that will help give readers the competitive edge.

Autoren/Hrsg.

Hazeldine, Simon

Fachgebiete

• Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management Vertrieb
• Interdisziplinäres Wissenschaften Wissenschaften Interdisziplinär Neurowissenschaften, Kognitionswissenschaft
• Wirtschaftswissenschaften Wirtschaftswissenschaften Wirtschaft: Sachbuch, Ratgeber

Inhaltsverzeichnis

• • Chapter - 00: Introduction;
  • Chapter - 01: The harsh reality facing sales professionals;
  • Chapter - 02: The background to neuroscience and how it applies to selling;
  • Chapter - 03: A guided tour of your customer’s three brains;
  • Chapter - 04: The buying process and the buying brain;
  • Chapter - 05: Adaptive selling;
  • Chapter - 06: The PRISM model of human behaviour and adaptive selling;
  • Chapter - 07: How to read your customer and how to adapt your style;
  • Chapter - 08: The ‘Neuro-Sell’ brain-friendly selling process – the first phase: Consider;
  • Chapter - 09: The ‘Neuro-Sell’ brain-friendly selling process – the second phase: Maximize comfort;
  • Chapter - 10: The ‘Neuro-Sell’ brain-friendly selling process – the third phase: Establish context and catalyse;
  • Chapter - 11: The ‘Neuro-Sell’ brain-friendly selling process – the fourth phase: Convince;
  • Chapter - 12: The ‘Neuro-Sell’ brain-friendly selling process – the fifth phase: Close the deal;
  • Chapter - 13: Some more brain-friendly selling tips;
  • Chapter - 14: Body language and the truthful brain;
  • Chapter - 15: Neuro-negotiating;
  • Chapter - 16: Conclusion

Über Autor(innen)

Hazeldine, Simon
Simon Hazeldine works internationally as a professional speaker and performance consultant in the areas of sales, negotiation, business performance and applied neuroscience. He is the bestselling author of five books that have been endorsed by business leaders including multi-millionaire Duncan Bannatyne from "Dragons' Den" and multi-billionaire business legend Michael Dell.

Simon Hazeldine has a Masters Degree in Psychology and is a Fellow of the Institute of Sales & Marketing Management. His client list includes many Fortune 500 and FTSE 100 companies, and as a highly experienced and in-demand international speaker he has spoken in over 30 countries across six continents.

Simon Hazeldine works internationally as a professional speaker and performance consultant in the areas of sales, negotiation and leadership. He has a Masters Degree in the psychology of performance, is certified as a Master Practitioner and Trainer of NLP, and is a Fellow of the Institute of Sales & Marketing Management. Simon is a qualified prism brain mapping practitioner and has spoken in 25 countries across five continents.