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Neuro-sell : how neuroscience can power your sales success /
"Psychologist and sales coach Simon Hazeldine presents a process and approach to selling that is based on solid research and the latest findings in neuroscience. By incorporating PRISM brain-mapping-- a personality profiling instrument that uses neuroscience to identify behavioral preferences -...
| Clasificación: | Libro Electrónico |
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| Autor principal: | |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
London :
Kogan Page,
2013.
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| Temas: | |
| Acceso en línea: | Texto completo |
Tabla de Contenidos:
- Praise for Neuro-Sell; Contents; About the author; Foreword; Acknowledgements; Introduction; 1 The harsh reality facing sales professionals; 2 The background to neuroscience and how it applies to selling; 3 A guided tour of your customer's three brains; The reptilian (old) brain; The emotional (mid- )brain; The rational (new) brain; Mirror neurons; 4 The buying process and the buying brain; Go upstream!; A primitive brain in a modern world; Stay away from danger; move towards reward; Neural maps; 5 Adaptive selling; Adapting to the nature of the selling situation.
- 6 The PRISM model of human behaviour and adaptive sellingBrain chemicals; The four quadrants; The four customer colours; 7 How to read your customer and how to adapt your style; Observe; Classify; Adapt; 8 The 'Neuro-Sell' brain-friendly selling process
- the first phase; Stage 1: consider; 9 The 'Neuro-Sell' brain-friendly selling process
- the second phase; Stage 2: comfort part I: connect; Stage 3: comfort part II: chameleon; Stage 4: comfort part III: control; 10 The 'Neuro-Sell' brain-friendly selling process
- the third phase; Stage 5: context and catalyse; Stage 6: check.
- 11 The 'Neuro-Sell' brain-friendly selling process
- the fourth phaseStage 7: convince; 12 The 'Neuro-Sell' brain-friendly selling process
- the fifth phase; Stage 8: confirm and conclude; 13 Some more brain-friendly selling tips; Being memorable; Keeping it simple; Making changes; Using metaphors; Going multi-sensory; Spatial association; Giving the customer's brain something to complete; 14 Body language and the truthful brain; Observing the customer; 15 Neuro-negotiating; Why (most) salespeople aren't good at negotiating; Two distinct skill sets.
- The importance of feeling comfortable feeling uncomfortableThe five stages of negotiation; The importance of planning and preparation; The four different negotiators; Different negotiation styles; The power/comfort balance; Comfort builders; Power builders; Is the customer lying?; 16 Conclusion; References; Further reading; Index.