000			05188cam a2200385 i 4500
001			2013032119
003			DLC
005			20170214094901.0
008			130815s2014 enk b 001 0 eng
010			_a 2013032119
020			_a9780749469214 (pbk.)
020			_a0749469218 (pbk.)
020			_z9780749469221 (ebook)
040			_aDLC _beng _erda _cDLC _dYDXCP _dBTCTA _dBDX _dOCLCO _dUKMGB _dCDX _dOCLCF
042			_apcc
050	0	0	_aHF5438.8 P75 _bH39 2014
082	0	0	_a658.8501/9 _223
084			_aBUS058000 _aBUS057000 _aSCI089000 _aBUS016000 _2bisacsh
100	1		_aHazeldine, Simon. _0(local)70215
245	1	0	_aNeuro-sell : _bhow neuroscience can power your sales success / _cSimon Hazeldine.
260			_aLondon : _bKogan Page, _c2014.
300			_axi, 212 pages ; _c24 cm
336			_atext _2rdacontent
337			_aunmediated _2rdamedia
338			_avolume _2rdacarrier
504			_aIncludes bibliographical references (pages 205-208) and index.
505	8		_aMachine generated contents note: About the author -- Foreword -- AcknowledgementsIntroduction1 The harsh reality facing sales professionals2 The background to neuroscience and how it applies to selling3 A guided tour of your customer's three brains -- The reptilian (old) brain -- The emotional (mid-)brain -- The rational (new) brain -- Mirror neurons4 The buying process and the buying brain -- Go upstream! -- A primitive brain in a modern world -- Stay away from danger; move towards reward -- Neural maps5 Adaptive selling -- Adapting to the nature of the selling situation6 The PRISM model of human behaviour and adaptive selling -- Brain chemicals -- The four quadrants -- The four customer colours7 How to read your customer and how to adapt your style -- Observe -- Classify -- Adapt8 The 'Neuro-Sell' brain-friendly selling process -- the first phase: Consider -- Stage 1: consider9 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: control10 The 'Neuro-Sell' brain-friendly selling process -- the third phase: establish context and catalyse -- Stage 5: context and catalyse -- Stage 6: check11 The 'Neuro-Sell' brain-friendly selling process -- the fourth phase: Convince -- Stage 7: convince12 The 'Neuro-Sell' brain-friendly selling process -- the fifth phase: Close the deal -- Stage 8: confirm and conclude13 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 complete14 Body language and the truthful brain -- Observing the customer15 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 ConclusionReferences -- Further reading -- Index.
520			_a" 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 -- Hazeldine helps front line sales associates, sales managers and directors understand the importance of the unconscious and find out how to get below the surface level of buyer behavior. PRISM is the tool to enable a sales force to sell in the way that customers prefer, to be flexible and responsive, to be proactive and anticipate the customer's needs. Its use will help develop skills in building sales relationships and discover neuro-negotiating techniques that result in sales success"-- _cProvided by publisher.
520			_a"Anyone involved in sales faces huge challenges these days, from fierce global competition, pressure on margins, difficulties of getting time with prospective buyers and the power of internet-savvy buyers. To succeed in sales, you need something more than the traditional techniques. Neuro-Sell gives you the edge through a brain-based perspective, process and approach to selling that is sensitive to what's going on in your customers' minds. Learn how to really relate to your prospects and sell in a way that is comfortable for both buyer and seller. Understand the importance of the unconscious and find out how to get below the surface level of what people say to recognise what they really mean. Develop your skills in building sales relationships with the four main types of buyer by fully understanding their needs. And discover the five stages of neuro-negotiating that will see your sales rates rocket"-- _cProvided by publisher.
650		0	_aSelling. _0(local)29854
650		0	_aSelling _xPsychological aspects. _0(local)30267
650		0	_aNeuromarketing. _0(local)53512
650		0	_aCustomer relations. _0(local)30005
942			_2lcc _cBK
999			_c12487 _d12487