Simon Hazeldine: Neuro-Sell | Taschenbuch

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Cover: 9780749469214 | Neuro-Sell | How Neuroscience Can Power Your Sales Success | Hazeldine

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Sprache: Englisch

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Beschreibung

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.

Über den Autor

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.

Zusammenfassung

Equips readers to confidently apply the techniques in their day-to-day working life

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

Erscheinungsjahr:	2013
Fachbereich:	Werbung & Marketing
Genre:	Wirtschaft
Rubrik:	Recht & Wirtschaft
Medium:	Taschenbuch
Seiten:	232
ISBN-13:	9780749469214
ISBN-10:	0749469218
Sprache:	Englisch
Ausstattung / Beilage:	Paperback
Einband:	Kartoniert / Broschiert
Autor:	Hazeldine, Simon
Hersteller:	Kogan Page
Maße:	234 x 156 x 13 mm
Von/Mit:	Simon Hazeldine
Erscheinungsdatum:	01.11.2013
Gewicht:	0,36 kg

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