Neuro-sell : how neuroscience can power your sales success

著者

    • Hazeldine, Simon

書誌事項

Neuro-sell : how neuroscience can power your sales success

Simon Hazeldine

Kogan Page, 2014

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注記

Includes bibliographical references (p. [205]-208) and index

内容説明・目次

内容説明

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.

目次

  • 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

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