# 0769439


How Neuroscience can Power Your Sales Success

Συγγραφέας: Hazeldine Simon
Εκδότης: Kogan Page Ltd
ISBN: 9780749469214
Αριθμός Σελίδων: 232
Διαστάσεις: 23x1x16
Έτος Έκδοσης: 2013

Σύνοψη του βιβλίου "Neuro-Sell"

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.

Συγγραφέας/εις: Hazeldine Simon
Κατηγορία: management
ISBN: 9780749469214
Ημερ/νία έκδοσης: 03/11/2013
Εκδότης: Kogan Page Ltd
Εξώφυλλο: Paperback / softback
Σελίδες: 232
Τόπος έκδοσης: London
Χώρα έκδοσης: United Kingdom
Βάρος βιβλίου: 363 gr
Διαστάσεις βιβλίου: 23x1x16 cm
Λεπτομέρειες εικονογράφησης: black & white illustrations, diagrams, figures


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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