Details

The Invisible Game


The Invisible Game

The Secrets and the Science of Winning Minds and Winning Deals
1. Aufl.

von: Kai-Markus Mueller, Gabriele Rehbock

19,99 €

Verlag: Wiley
Format: EPUB
Veröffentl.: 16.11.2022
ISBN/EAN: 9781394153008
Sprache: englisch
Anzahl Seiten: 272

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Beschreibungen

<p>Cutting-edge science can make all the difference for salespeople in a time when they are facing a business world in transformation.</p> <p>In <i>The Invisible Game: The Secrets and the Science of Winning Minds and Winning Deals</i>, neuroscientist Kai-Markus Mueller and sales professional Gabriele Rehbock deliver a hands-on guide to the hidden dynamics that influence the outcomes of most business deals.  In plain English, the book unpacks recently discovered insights from psychology, behavioural economics, and neuroscience and explains how to apply them to your advantage in real-life business situations.</p> <p>The authors show you how to influence buying decisions and how to successfully respond to challenging business situations in order to put you in control of the levers that drive sales success. You’ll also find</p> <ul> <li>Advanced strategies and tactics that offer a lasting edge in negotiations, sales and other business transactions</li> <li>Smart techniques to build rewarding customer relationships</li> <li>The psychology behind gains and losses revealing new keys to profitable pricing</li> <li>Real-life advice on how to counter a buyer’s intimidation tactics: time, uncertainty, fear, and silence</li> </ul> <p>An essential, step-by-step playbook for sales professionals, <i>The Invisible Game</i> will also earn a place on the bookshelves of entrepreneurs, business owners, and other independent professionals—like lawyers, accountants, freelancers, consultants, and programmers—who regularly sell their services to other businesses.</p>
<p>Introduction: It’s Never Been Harder to Be a Salesperson 1</p> <p><b>Part I: Building Your Situational Awareness 17</b></p> <p>1. The Forces Behind the Invisible Game 21</p> <p>2. All Sales Are Won and Lost on Illusions 33</p> <p>3. Controlling Illusions = Controlling the Deal 39</p> <p>4. Relativity and Anchoring: The Illusion of Numbers 53</p> <p><b>Part II: Playing Defence and the Power of “no” 63</b></p> <p>5. Price = Maths + Story 69</p> <p>6. Psyched Up or Psyched Out? 75</p> <p>7. Paying the Price of ‘Yes’ 81</p> <p>8. Overcoming the Fear of ‘No’ 91</p> <p>9. Expand Your Comfort Zone 105</p> <p>10. From the Buyer’s Playbook: Time, Uncertainty, Fear, and Silence 119</p> <p><b>Part III: Playing Offence and the Powers of Influence 135</b></p> <p>11. Personal Versus Paper Power: Where’s Your Leverage? 137</p> <p>12. What Buyers Think and How They Make Decisions 145</p> <p>13. What Is Your Re-pricing Strategy? 161</p> <p>14. Who Will You Anchor Today? 171</p> <p>15. Why Equal Things Aren’t Always Equal 177</p> <p>16. The Power of Free and the Power of Now 185</p> <p>17. To Bundle or Not to Bundle: Is That Really the Question? 191</p> <p>18. Decoys and the Power of 3 201</p> <p>19. The Power of the Next Small Thing 209</p> <p>Conclusion: Has It Really Never Been Harder to Be a Salesperson? 217</p> <p>Epilogue: Some Final Takeaways from Gaby and Kai 219</p> <p>Acknowledgements 225</p> <p>About the Authors 229</p> <p>Notes 231</p> <p>Index 245</p>
<p><B>KAI-MARKUS MUELLER</B> is a professor of consumer behavior with a research focus on behavioral pricing. He is a neuroscientist by training and is the inventor of the NeuroPricing™ concept. <p><B>GABRIELE REHBOCK</B> is a multiple award-winning sales expert. As a top executive in the fragrance industry, she carried P&L responsibility for global customer relationships including Colgate-Palmolive, Henkel and Procter & Gamble.
<p><b>Understand and apply cutting-edge science to up your sales game</b></p> <p>In their groundbreaking book, neuroscientist Kai-Markus Mueller and sales-pro Gabriele Rehbock deliver a hands-on guide to the hidden forces that drive the outcomes of most business deals. The authors introduce the concepts of the Visible and Invisible Games and reveal the root causes of winning and losing on those two playing fields. Grounded in real-life experiences, <i>The Invisible Game</i> will sharpen your sales skills for superior performance in any business situation.</p> <p>"I have known Gabriele for decades as a fantastic corporate executive and negotiator. <i>The Invisible Game</i> fills a critical gap in the approach to B2B sales. As a strong believer in the authors’ concept, I am amazed how they translate scientific insight into the essentials for developing successful negotiation strategies."<br /><b>—Patrick Firmenich,</b> Chairman, Firmenich Group</p> <p>"Understanding psychological mechanisms is crucial for success in the consumer world as well as in the business-to-business context. Drawing on a unique mixture of practical experience and cutting-edge behavioral science, <i>The Invisible Game</i> provides sales professionals with essential and clear-cut advice on how to harness the power of those mechanisms."<br /><b>—Hartmut Jenner,</b> Chief Executive Officer (CEO) and Chairman of the Board of Management, Alfred Kärcher SE & Co. KG</p>

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