This book describes a sales pitch strategy based on the latest scientific findings in brain research that provides salespeople with a blueprint for systematic, non-manipulative, structured customer conversations.
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
Mục lục
The role of brain research in the sales conversation.- Motivation typology and the brain-to-brain synchronicity.- The sales success spiral and the benefits model.- Reward system and closing sales without pressure.
Giới thiệu về tác giả
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 Sales Performance 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.
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