Synopses & Reviews
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.
Review
"Neuro-Sell combines the latest neuroscience research with hard-won sales experience to introduce the reader to the power of "brain-friendly selling". Essential reading if you want to create long-term client relationships in a world where technology has levelled the persuasion and influence playing field." Jamie Smart
Review
"Neuro-Sell is a combination of the old and the new as much of the findings discussed in the book simply confirm what has been around the selling arena for years, while bringing into play some new and interesting findings about how the brain works and why each of us has a unique way of looking at the world and making purchasing decisions—and how that information can be used to make sellers more effective." Read the full review here. Author of Clarity: Clear Mind, Better Performance, Bigger Results
Synopsis
Anyone involved in sales faces huge challenges these days, from fierce global competition and increased pressure on margins to the power of internet-savvy buyers and difficulties with getting time with prospective buyers. To succeed in sales, something more than the traditional techniques is needed. Neuro-Sell presents an effective, brain-based approach to selling that is sensitive to what's going on in the customer's mind. Neuro-Sell helps readers understand the importance of the unconscious and get below the surface of what people say to recognise what they really mean. Packed with examples, quizzes, templates and interactive exercises, it develops readers' skills in building sales relationships with the four main types of buyer and outlines the five stages of neuro-negotiating that will help give readers the competitive edge.
About the Author
Simon Hazeldine works internationally as a professional speaker and performance consultant in the areas of sales, negotiation and leadership. He has a Master's Degree in the Psychology of Performance and is certified as a Master Practitioner and Trainer of NLP, and is a Fellow of the Institute of Sales & Marketing Management.
Table of Contents
About the author
Foreword
Acknowledgements
Introduction
1 The harsh reality facing sales professionals
2 The background to neuroscience and how it applies to selling
3 A guided tour of your customers three brains
The reptilian (old) brain
The emotional (mid-)brain
The rational (new) brain
Mirror neurons
4 The buying process and the buying brain
Go upstream!
A primitive brain in a modern world
Stay away from danger; move towards reward
Neural maps
5 Adaptive selling
Adapting to the nature of the selling situation
6 The PRISM model of human behaviour and adaptive selling
Brain chemicals
The four quadrants
The four customer colours
7 How to read your customer and how to adapt your style
Observe
Classify
Adapt
8 The ‘Neuro-Sell brain-friendly selling process - the first phase: Consider
Stage 1: consider
9 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: control
10 The ‘Neuro-Sell brain-friendly selling process - the third phase: establish context and catalyse
Stage 5: context and catalyse
Stage 6: check
11 The ‘Neuro-Sell brain-friendly selling process - the fourth phase: Convince
Stage 7: convince
12 The ‘Neuro-Sell brain-friendly selling process - the fifth phase: Close the deal
Stage 8: confirm and conclude
13 Some more brain-friendly selling tips
Being memorable
Keeping it simple
Making changes
Using metaphors
Going multi-sensory
Spatial association
Giving the customers brain something to complete
14 Body language and the truthful brain
Observing the customer
15 Neuro-negotiating
Why (most) salespeople arent 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 Conclusion
References
Further reading
Index