Wentworth
Institute of Technology
Neuro-sell : how neuroscience can power your sales success /
"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 -...
Saved in:
| Main Author: | |
|---|---|
| Format: | Electronic eBook |
| Language: | English |
| Published: |
London :
Kogan Page,
2013.
|
| Subjects: | |
| Online Access: |
Full text (Wentworth users only) |
| Summary: | "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"-- "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"-- |
|---|---|
| Physical Description: | 1 online resource |
| Bibliography: | Includes bibliographical references (pages 205-208) and index. |
| ISBN: | 9780749469221 0749469226 |
| Source of Description, Etc. Note: | Print version record. |