Sales Meets Brain Research: Just Let Your Customer Buy (Hardcover) (ISBN-13: 9783658383237)

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


Author: Paul Weber, Heiner Btger
ISBN-10: 3658383232
ISBN-13: 9783658383237
Publisher: Springer
Language: English
Published: 03/25/2023
Pages: 131
Format: Hardcover
Weight: 0.85lbs
Size: 9.61h x 6.69w x 0.55d