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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…mehr
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.
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.
Inhaltsangabe
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 selling Brain 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: Consider Stage 1: consider 9 The 'Neuro-Sell' brain-friendly selling process - the second phase: Maximize comfort 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: establish context and catalyse Stage 5: context and catalyse Stage 6: check 11 The 'Neuro-Sell' brain-friendly selling process - the fourth phase: Convince Stage 7: convince 12 The 'Neuro-Sell' brain-friendly selling process - the fifth phase: Close the deal 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 skills sets The importance of feeling comfortable feeling uncomfortable The 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
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 selling Brain 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: Consider Stage 1: consider 9 The 'Neuro-Sell' brain-friendly selling process - the second phase: Maximize comfort 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: establish context and catalyse Stage 5: context and catalyse Stage 6: check 11 The 'Neuro-Sell' brain-friendly selling process - the fourth phase: Convince Stage 7: convince 12 The 'Neuro-Sell' brain-friendly selling process - the fifth phase: Close the deal 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 skills sets The importance of feeling comfortable feeling uncomfortable The 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
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