NeuroSelling: Mastering the Customer Conversation Using the Surprising Science of Decision Making

Bloomfield, Jeff

ISBN 10: 1733787046 / ISBN 13: 9781733787048

Verlag: Axon Publishing, LLC, 2020

A bright, square, and overall a nice copy. Bestandsnummer des Verkäufers BOS-D-11h-0001741

Inhaltsangabe:

Your business lives and dies by your customer conversations.

But do customers remember you in a sea of sellers?

In his latest book, NeuroSelling, B2B sales expert Jeff Bloomfield uses a unique blend of science and story to show you how to master those conversations. Drawing on the latest in biology, psychology, and physiology research, Bloomfield teaches you how to successfully engage your customer's "buying brain." His NeuroSelling® methodology has added millions of dollars in top-line revenue for industries as diverse as biotech, heavy manufacturing, engineering, pharmaceuticals, and banking/financial services.

Throughout the book, Bloomfield shares insightful examples and real-life illustrations of professionals using NeuroSelling® to exceed their sales quotas and professional goals, from the sales rep who went from the bottom half of hundreds of salespeople to the company's rep of the year, as well as the dark-horse candidate who beat out three more experienced candidates to land the CEO position.

If your organization:

• offers discounts to seal the deal
• has sales cycles far too long
• lacks a clear sales strategy to grow revenue year over year

...then NeuroSelling presents a clear process to win at the most crucial step in the sales cycle: the point of first impact.

Learn how to:

• get past "rapport-building" and learn to build genuine trust
• use their problem as the true cost anchor (instead of your product's price)
• create overwhelming urgency, using their words and situation
• quantify the scale of your customer's deeper problem
• create an aligned vision with the customer
• end the "hard close" and move from salesperson to trusted partner

Join the thousands of salespeople experiencing phenomenal growth in their careers and organizations.

NeuroSelling®: when neuroscience meets B2B sales success.

Über die Autorin bzw. den Autor: As a founder of BrainTrust, a successful organization that trains and develops sales and marketing professionals, Jeff Bloomfield has given a lot of thought to why customers say yes. In Story-Based Selling: Create, Connect, and Close, Mr. Bloomfield says it's really no mystery. People buy from people they trust. They trust people they like, and they like people they connect with. And he believes that storytelling is the best way for salespeople-and all of us-to immediately connect to a customer's feelings of trust. He thinks teaching sales professionals to close a deal by presenting their product, probing its mutual benefits, and overcoming the customer's objections and skepticism is a waste of time. Instead, he urges them to tell a great story to create a personal connection, then use visual storytelling to demonstrate credibility with your solution. Mr. Bloomfield calls upon the latest research in neuroscience to explain the process of communication. The truth is that during the salesperson's engagement with clients, people quickly base their decisions on how they feel, not the way they think, so trying to persuade someone by first imparting lifeless facts and figures is self-defeating. In fact, this information goes right to an area of the listener's brain (the left brain neocortex) that drives doubt and skepticism. To make a deal we need to connect with the parts of the customer's brain that inspire emotions of trust and empathy. By telling a story, we can immediately connect to these good gut feelings and drive away the client's fear of being sold. Mr. Bloomfield tells his own engaging stories while teaching step-by-step techniques of intentional storytelling to create a fast connection with the listener, no matter who is buying or what a person wants to sell.

Bibliografische Details

Titel: NeuroSelling: Mastering the Customer ...
Verlag: Axon Publishing, LLC
Erscheinungsdatum: 2020
Einband: Softcover
Zustand: Very Good