The Neuroscience of Selling
The Neuroscience of Selling

Author: John Asher

Publisher: Sourcebooks, Inc.

Published: 2019-11-01

Total Pages: 73

ISBN-13: 1728225272

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Leverage the power of neuroscience to supercharge your sales success! A must-read for salespeople, business development managers, and business leaders. In The Neuroscience of Selling, acclaimed author John Asher unveils the closely guarded secrets that tap into the very core of human decision-making, empowering you to become a master of the sales process. By blending cutting-edge neuroscience with practical sales strategies, this guide will arm you with the tools you need to forge deep and lasting connections with your buyers, skyrocketing your sales figures to unprecedented heights. You'll discover: Neuroscience-Based Sales Techniques: Learn how to harness the power of the human brain to influence buyer behavior positively. Discover the inner workings of decision-making processes and tailor your sales approach to win over even the toughest prospects. Winning Over Hearts and Minds: Gain a profound understanding of the emotional triggers that drive buyer decisions. Craft compelling narratives that resonate with your audience on a deep, personal level, forging unbreakable connections that lead to increased loyalty and repeat business. The Art of Influence: Master the art of persuasion with cutting-edge neuro-selling techniques. Discover how to navigate objections, build trust, and close deals with confidence, making your competition fade into the background. Sales Strategies that Work: Leave outdated sales techniques behind and embrace a new era of effective selling. Explore practical, proven strategies that will help you surpass your targets and set new sales records. Empowering Your Sales Team: Whether you're a seasoned sales professional or a budding entrepreneur, this book equips you with the knowledge and tools to empower your entire sales team. Unleash their potential and transform them into a force to be reckoned with. In today's fast-paced and fiercely competitive market, understanding the intricacies of human behavior is the key to unlocking unparalleled success in sales. With The Neuroscience of Selling, you hold the ultimate playbook for mastering the art of sales persuasion and fostering genuine connections with buyers. Note: The Introduction and Chapter One to The Neuroscience of Selling are adapted under license by SalesBrain, LLC, © 2002-2019.

Neuro-Sell
Neuro-Sell

Author: Simon Hazeldine

Publisher: Kogan Page Publishers

Published: 2013-11-03

Total Pages: 232

ISBN-13: 0749469226

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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.

The Science of Selling
The Science of Selling

Author: David Hoffeld

Publisher: Penguin

Published: 2022-02-08

Total Pages: 289

ISBN-13: 0143129333

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The Revolutionary Sales Approach Scientifically Proven to Dramatically Improve Your Sales and Business Success Blending cutting-edge research in social psychology, neuroscience, and behavioral economics, The Science of Selling shows you how to align the way you sell with how our brains naturally form buying decisions, dramatically increasing your ability to earn more sales. Unlike other sales books, which primarily rely on anecdotal evidence and unproven advice, Hoffeld’s evidence-based approach connects the dots between science and situations salespeople and business leaders face every day to help you consistently succeed, including proven ways to: - Engage buyers’ emotions to increase their receptiveness to you and your ideas - Ask questions that line up with how the brain discloses information - Lock in the incremental commitments that lead to a sale - Create positive influence and reduce the sway of competitors - Discover the underlying causes of objections and neutralize them - Guide buyers through the necessary mental steps to make purchasing decisions Packed with advice and anecdotes, The Science of Selling is an essential resource for anyone looking to succeed in today's cutthroat selling environment, advance their business goals, or boost their ability to influence others. **Named one of The 20 Most Highly-Rated Sales Books of All Time by HubSpot

Neuroscience of Creativity
Neuroscience of Creativity

Author: Oshin Vartanian

Publisher: MIT Press

Published: 2013-08-30

Total Pages: 331

ISBN-13: 0262314703

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Experts describe current perspectives and experimental approaches to understanding the neural bases of creativity. This volume offers a comprehensive overview of the latest neuroscientific approaches to the scientific study of creativity. In chapters that progress logically from neurobiological fundamentals to systems neuroscience and neuroimaging, leading scholars describe the latest theoretical, genetic, structural, clinical, functional, and applied research on the neural bases of creativity. The treatment is both broad and in depth, offering a range of neuroscientific perspectives with detailed coverage by experts in each area. The contributors discuss such issues as the heritability of creativity; creativity in patients with brain damage, neurodegenerative conditions, and mental illness; clinical interventions and the relationship between psychopathology and creativity; neuroimaging studies of intelligence and creativity; the neuroscientific basis of creativity-enhancing methodologies; and the information-processing challenges of viewing visual art. Contributors Baptiste Barbot, Mathias Benedek, David Q. Beversdorf, Aaron P. Blaisdell, Margaret A. Boden, Dorret I. Boomsma, Adam S. Bristol, Shelley Carson, Marleen H. M. de Moor, Andreas Fink, Liane Gabora, Dennis Garlick, Elena L. Grigorenko, Richard J. Haier, Rex E. Jung, James C. Kaufman, Helmut Leder, Kenneth J. Leising, Bruce L. Miller, Apara Ranjan, Mark P. Roeling, W. David Stahlman, Mei Tan, Pablo P. L. Tinio, Oshin Vartanian, Indre V. Viskontas, Dahlia W. Zaidel

Brainwashed
Brainwashed

Author: Sally Satel

Publisher: Basic Civitas Books

Published: 2013-06-04

Total Pages: 258

ISBN-13: 0465018777

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Demonstrates how the explanatory power of brain scans in particular and neuroscience more generally has been overestimated, arguing that the overzealous application of brain science has undermined notions of free will and responsibility.

The Neuroscience of You
The Neuroscience of You

Author: Chantel Prat

Publisher: Penguin

Published: 2022-08-02

Total Pages: 385

ISBN-13: 1524746614

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From University of Washington professor Chantel Prat comes The Neuroscience of You, a rollicking adventure into the human brain that reveals the surprising truth about neuroscience, shifting our focus from what’s average to an understanding of how every brain is different, exactly why our quirks are important, and what this means for each of us. With style and wit, Chantel Prat takes us on a tour of the meaningful ways that our brains are dissimilar from one another. Using real-world examples, along with take-them-yourself tests and quizzes, she shows you how to identify the strengths and weakness of your own brain, while learning what might be going on in the brains of those who are unlike you. With sections like “Focus,” “Navigate,” and “Connect,” The Neuroscience of You helps us see how brains that are engineered differently ultimately take diverse paths when it comes time to prioritize information, use what they’ve learned from experience, relate to other people, and so much more. While other scientists focus on how “the” brain works “on average,” Prat argues that our obsession with commonalities has slowed our progress toward understanding the very things that make each of us unique and interesting. Her field-leading research, employing cutting-edge technology, reveals the truth: Complicated as it may be, no two brains are alike. And individual differences in brain functioning are as pervasive as they are fundamental to defining what “normal” looks like. Adages such as, “I’m not wired that way” intuitively point to the fact that the brains we’re piloting, educating, and parenting are wonderfully distinct, explaining a whole host of phenomena, from how easily a person might learn a second language in adulthood to whether someone feels curious or threatened when faced with new information. This book invites the reader to understand themselves and others by zooming in so close that we all look gray and squishy.

The Neuroscience of Religious Experience
The Neuroscience of Religious Experience

Author: Patrick McNamara

Publisher: Cambridge University Press

Published: 2009-11-06

Total Pages: 319

ISBN-13: 1139483560

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Technical advances in the life and medical sciences have revolutionised our understanding of the brain, while the emerging disciplines of social, cognitive, and affective neuroscience continue to reveal the connections of the higher cognitive functions and emotional states associated with religious experience to underlying brain states. At the same time, a host of developing theories in psychology and anthropology posit evolutionary explanations for the ubiquity and persistence of religious beliefs and the reports of religious experiences across human cultures, while gesturing toward physical bases for these behaviours. What is missing from this literature is a strong voice speaking to these behavioural and social scientists - as well as to the intellectually curious in the religious studies community - from the perspective of a brain scientist.

Mind Wide Open
Mind Wide Open

Author: Steven Johnson

Publisher: Simon and Schuster

Published: 2004-02-27

Total Pages: 289

ISBN-13: 0743258797

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BRILLIANTLY EXPLORING TODAY'S CUTTING-EDGE BRAIN RESEARCH, MIND WIDE OPEN IS AN UNPRECEDENTED JOURNEY INTO THE ESSENCE OF HUMAN PERSONALITY, ALLOWING READERS TO UNDERSTAND THEMSELVES AND THE PEOPLE IN THEIR LIVES AS NEVER BEFORE. Using a mix of experiential reportage, personal storytelling, and fresh scientific discovery, Steven Johnson describes how the brain works -- its chemicals, structures, and subroutines -- and how these systems connect to the day-to-day realities of individual lives. For a hundred years, he says, many of us have assumed that the most powerful route to self-knowledge took the form of lying on a couch, talking about our childhoods. The possibility entertained in this book is that you can follow another path, in which learning about the brain's mechanics can widen one's self-awareness as powerfully as any therapy or meditation or drug. In Mind Wide Open, Johnson embarks on this path as his own test subject, participating in a battery of attention tests, learning to control video games by altering his brain waves, scanning his own brain with a $2 million fMRI machine, all in search of a modern answer to the oldest of questions: who am I? Along the way, Johnson explores how we "read" other people, how the brain processes frightening events (and how we might rid ourselves of the scars those memories leave), what the neurochemistry is behind love and sex, what it means that our brains are teeming with powerful chemicals closely related to recreational drugs, why music moves us to tears, and where our breakthrough ideas come from. Johnson's clear, engaging explanation of the physical functions of the brain reveals not only the broad strokes of our aptitudes and fears, our skills and weaknesses and desires, but also the momentary brain phenomena that a whole human life comprises. Why, when hearing a tale of woe, do we sometimes smile inappropriately, even if we don't want to? Why are some of us so bad at remembering phone numbers but brilliant at recognizing faces? Why does depression make us feel stupid? To read Mind Wide Open is to rethink family histories, individual fates, and the very nature of the self, and to see that brain science is now personally transformative -- a valuable tool for better relationships and better living.

The Psychology of Selling
The Psychology of Selling

Author: Brian Tracy

Publisher: Thomas Nelson Inc

Published: 2006-06-20

Total Pages: 240

ISBN-13: 0785288066

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Double and triple your sales--in any market. The purpose of this book is to give you a series of ideas, methods, strategies, and techniques that you can use immediately to make more sales, faster and easier than ever before. It's a promise of prosperity that sales guru Brian Tracy has seen fulfilled again and again. More sales people have become millionaires as a result of listening to and applying his ideas than from any other sales training process ever developed.

NeuroSelling
NeuroSelling

Author: Jeff Bloomfield

Publisher:

Published: 2020-01-27

Total Pages: 200

ISBN-13: 9781733787048

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Your business lives and dies by your customer conversations. Shouldn't you have those down to a science? If you're tired of having to justify your price...of offering discounts to close the deal...of long sales cycles...of customers who can't seem to make a decision, then you need NeuroSelling(R), the only customer conversation tool grounded in neuroscience and behavioral psychology. But NeuroSelling(R) is more than just theory--it's a step-by-step, practical communication methodology honed by years of field experience, resulting in millions in new revenue in industries as diverse as biotech, financial services, manufacturing, and engineering. Start communicating in a way that: -Builds personal and professional trust faster -Naturally drives urgency to buy -Creates an automatic commitment to change In this book, you'll also read the stories of a sales rep who went from the bottom half of his sales organization to becoming rep of the year, as well as the dark-horse executive candidate who became CEO, chosen over three more experienced leaders. No matter your situation, successful selling begins and ends with the customer conversation.