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Why do negotiations sometimes lead to success and other times not? Why do customers sometimes react positively and sometimes negatively to comparable procedures and decision-making processes? The authors explore all these questions and, using concrete examples from everyday sales practice in conjunction with current findings from brain research, show what kind of communication will ensure your success. They describe how to better interpret the behavior of customers, their typical and individual ways of thinking, and the timing of their decision-making processes. And you will also learn how ethical the process of selling can be if you base it on the right philosophy, a positive image of humanity as well as respect and appreciation and simply let customers buy.
If you are in sales and want to optimize your communication with existing and potential customers, this is the book for you
Why do negotiations sometimes lead to success and other times not? Why do customers sometimes react positively and sometimes negatively to comparable procedures and decision-making processes? The authors explore all these questions and, using concrete examples from everyday sales practice in conjunction with current findings from brain research, show what kind of communication will ensure your success. They describe how to better interpret the behavior of customers, their typical and individual ways of thinking, and the timing of their decision-making processes. And you will also learn how ethical the process of selling can be if you base it on the right philosophy, a positive image of humanity as well as respect and appreciation and simply let customers buy.
If you are in sales and want to optimize your communication with existing and potential customers, this is the book for you
Paul Weber is Managing Director of Wholesale and Sales Manager for the entire group at the VEDES toy association. He is the owner of the sales agency SalesPerformance and has been advising, training and coaching companies from industry and trade for more than 30 years.
Prof. Dr. Heiner Böttger is a university professor for the didactics of English language and literature with a research focus on "language-relevant neurodidactics" and language acquisition at the Catholic University of Eichstätt-Ingolstadt.
Blueprint for customer-oriented, brain-based sales conversations
Uses findings from brain research for application in customer communication
With examples and practical tips
| Erscheinungsjahr: | 2023 |
|---|---|
| Fachbereich: | Management |
| Genre: | Wirtschaft |
| Rubrik: | Recht & Wirtschaft |
| Medium: | Buch |
| Inhalt: |
xii
131 S. 61 s/w Illustr. 28 farbige Illustr. 131 p. 89 illus. 28 illus. in color. |
| ISBN-13: | 9783658383237 |
| ISBN-10: | 3658383232 |
| Sprache: | Englisch |
| Ausstattung / Beilage: | HC runder Rücken kaschiert |
| Einband: | Gebunden |
| Autor: |
Böttger, Heiner
Weber, Paul |
| Auflage: | 1st ed. 2023 |
| Hersteller: |
Springer Fachmedien Wiesbaden
Springer Fachmedien Wiesbaden GmbH |
| Maße: | 246 x 173 x 14 mm |
| Von/Mit: | Heiner Böttger (u. a.) |
| Erscheinungsdatum: | 25.03.2023 |
| Gewicht: | 0,43 kg |
Paul Weber is Managing Director of Wholesale and Sales Manager for the entire group at the VEDES toy association. He is the owner of the sales agency SalesPerformance and has been advising, training and coaching companies from industry and trade for more than 30 years.
Prof. Dr. Heiner Böttger is a university professor for the didactics of English language and literature with a research focus on "language-relevant neurodidactics" and language acquisition at the Catholic University of Eichstätt-Ingolstadt.
Blueprint for customer-oriented, brain-based sales conversations
Uses findings from brain research for application in customer communication
With examples and practical tips
| Erscheinungsjahr: | 2023 |
|---|---|
| Fachbereich: | Management |
| Genre: | Wirtschaft |
| Rubrik: | Recht & Wirtschaft |
| Medium: | Buch |
| Inhalt: |
xii
131 S. 61 s/w Illustr. 28 farbige Illustr. 131 p. 89 illus. 28 illus. in color. |
| ISBN-13: | 9783658383237 |
| ISBN-10: | 3658383232 |
| Sprache: | Englisch |
| Ausstattung / Beilage: | HC runder Rücken kaschiert |
| Einband: | Gebunden |
| Autor: |
Böttger, Heiner
Weber, Paul |
| Auflage: | 1st ed. 2023 |
| Hersteller: |
Springer Fachmedien Wiesbaden
Springer Fachmedien Wiesbaden GmbH |
| Maße: | 246 x 173 x 14 mm |
| Von/Mit: | Heiner Böttger (u. a.) |
| Erscheinungsdatum: | 25.03.2023 |
| Gewicht: | 0,43 kg |
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