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

• More than 500 appearances on national bestseller lists• #1 Wall Street Journal, New York Times, and USA Today• Won 12 book awards• Translated into 35 languages• Voted Top 100 Business Book of All Time on GoodreadsPeople are using this simple, powerful concept to focus on what matters most in their personal and work lives. Companies are helping their employees be more productive with study groups, training, and coaching. Sales teams are boosting sales. Churches are conducting classes and recommending for their members. By focusing their energy on one thing at a time people are living more rewarding lives by building their careers, strengthening their finances, losing weight and getting in shape, deepening their faith, and nurturing stronger marriages and personal relationships.YOU WANT LESS. You want fewer distractions and less on your plate. The daily barrage of e-mails, texts, tweets, messages, and meetings distract you and stress you out. The simultaneous demands of work and family are taking a toll. And what's the cost? Second-rate work, missed deadlines, smaller paychecks, fewer promotions--and lots of stress. AND YOU WANT MORE. You want more productivity from your work. More income for a better lifestyle. You want more satisfaction from life, and more time for yourself, your family, and your friends. NOW YOU CAN HAVE BOTH ― LESS AND MORE. In The ONE Thing, you'll learn to * cut through the clutter * achieve better results in less time * build momentum toward your goal* dial down the stress * overcome that overwhelmed feeling * revive your energy * stay on track * master what matters to you The ONE Thing delivers extraordinary results in every area of your life--work, personal, family, and spiritual. WHAT'S YOUR ONE THING? Cover Page Cover Page Neuroselling® Endorsements Title Page Copyright Contents 1: Why They Buy (and When They Don’t) The Great Disconnect—Why Your Message May Miss the Mark Why Before What Neuroscience and Sales: What’s in the Mind Is All That Matters Science Powered Sales Conversations Moment of Impact: 15 Minutes of Life or Death NeuroSelling®: A New Communication Model Part I: The Lab 2: Selling vs. Neuroselling® An Unscripted Experience of NeuroSelling® The Science Behind the Perfect Pitch Conducting Your Sales Conversations in the Right Order 3: The Cave-to-Cave Salesman How Your Customer’s Brain Filters Your Message Self-Preservation Orientation Your Neurochemistry in Sales Meetings The False Security of Your Safety Box 4: The Neuroscience of Trust The Science of Connection The Power of the Personal Narrative Ditch Rapport. Build Trust. The Trust Chemical The Miracle of Mirror Neurons 5: The Physiology of Change Resistance Barrier 1: The Anxiety Avalanche Effect Barrier 2: The Desolation of Isolation Effect Barrier 3: The Fear of Loss Effect Barrier 4: The Options Overload Effect Barrier 5: The Scarcity Syndrome Effect Barrier 6: The Safety Box Effect 6: The Psychology of Bias Cognitive Bias 1: Prospect Theory and Why We Hate to Lose Cognitive Bias 2: The Anchoring Effect Cognitive Bias 3: Choice-Supportive Bias Cognitive Bias 4: Confirmation Bias Cognitive Bias 5: Availability Heuristic Cognitive Bias 6: The Bandwagon Effect 7: The Neuroscience of Narrative Narratives, Internal Visualization, and Recall A B2B Narrative Example The Two Ways the Brain Stores Information The Basic Elements of an Effective Narrative Part II: The Field 8: Start with Who, Lead with Why Sales Doesn’t Start with Why Problem Solvers Rule the World The Impact of Inverted Insomnia A Day in the Life of Your Customer 9: End with How: The 5 Neuroselling® Narratives The Personal Story The Prospect Story The Problem Story The Product/Solution Story The Proof Story 10: Asking Neuro-Centric Questions Stop the Traditional “Needs Analysis” Stop Asking Self-centered, Leading Questions Stop Triggering Negative Neurochemistry NeuroSelling® Narrative-Friendly Questions 11: Removing the Barriers to Change The Moment of Change Resistance Override Your Instincts 12: Closing vs. Committing The Million-Dollar Question Gaining Commitment Appendix: Neuroselling® Jump Start Endnotes Back Cover The #1 New York Times bestseller. More than 2 million copies sold!Look for Brené Brown's new podcast, Dare to Lead, as well as her ongoing podcast Unlocking Us!From thought leader Brené Brown, a transformative new vision for the way we lead, love, work, parent, and educate that teaches us the power of vulnerability. “It is not the critic who counts; not the man who points out how the strong man stumbles, or where the doer of deeds could have done them better. The credit belongs to the man who is actually in the arena, whose face is marred by dust and sweat and blood; who strives valiantly;... who at the best knows in the end the triumph of high achievement, and who at worst, if he fails, at least fails while daring greatly.”—Theodore RooseveltEvery day we experience the uncertainty, risks, and emotional exposure that define what it means to be vulnerable or to dare greatly. Based on twelve years of pioneering research, Brené Brown PhD, MSW, dispels the cultural myth that vulnerability is weakness and argues that it is, in truth, our most accurate measure of courage.Brown explains how vulnerability is both the core of difficult emotions like fear, grief, and disappointment, and the birthplace of love, belonging, joy, empathy, innovation, and creativity. She writes: “When we shut ourselves off from vulnerability, we distance ourselves from the experiences that bring purpose and meaning to our lives.” Daring Greatly is not about winning or losing. It's about courage. In a world where “never enough” dominates and feeling afraid has become second nature, vulnerability is subversive. Uncomfortable. It's even a little dangerous at times. And, without question, putting ourselves out there means there's a far greater risk of getting criticized or feeling hurt. But when we step back and examine our lives, we will find that nothing is as uncomfortable, dangerous, and hurtful as standing on the outside of our lives looking in and wondering what it would be like if we had the courage to step into the arena—whether it's a new relationship, an important meeting, the creative process, or a difficult family conversation. Daring Greatly is a practice and a powerful new vision for letting ourselves be seen. MORE THAN HALF A MILLION COPIES Learn the simple techniques you'll need to approach your biggest challenges with confidence. Have you ever left a nerve-racking challenge and immediately wished for a do over? Maybe after a job interview, a performance, or a difficult conversation? The very moments that require us to be genuine and commanding can instead cause us to feel phony and powerless. Too often we approach our lives' biggest hurdles with dread, execute them with anxiety, and leave them with regret. By accessing our personal power, we can achieve "presence," the state in which we stop worrying about the impression we're making on others and instead adjust the impression we've been making on ourselves. As Harvard professor Amy Cuddy's revolutionary book reveals, we don't need to embark on a grand spiritual quest or complete an inner transformation to harness the power of presence. Instead, we need to nudge ourselves, moment by moment, by tweaking our body language, behavior, and mind-set in our day-to-day lives. Amy Cuddy has galvanized tens of millions of viewers around the world with her TED talk about "power poses." Now she presents the enthralling science underlying these and many other fascinating body-mind effects, and teaches us how to use simple techniques to liberate ourselves from fear in high-pressure moments, perform at our best, and connect with and empower others to do the same. Brilliantly researched, impassioned, and accessible, Presence is filled with stories of individuals who learned how to flourish during the stressful moments that once terrified them. Every reader will learn how to approach their biggest challenges with confidence instead of dread, and to leave them with satisfaction instead of regret. " Presence feels at once concrete and inspiring, simple but ambitious above all, truly powerful." New York Times Book Review MORE THAN HALF A MILLION COPIES SOLD: Learn the simple techniques you'll need to approach your biggest challenges with confidence. Have you ever left a nerve-racking challenge and immediately wished for a do over? Maybe after a job interview, a performance, or a difficult conversation? The very moments that require us to be genuine and commanding can instead cause us to feel phony and powerless. Too often we approach our lives'biggest hurdles with dread, execute them with anxiety, and leave them with regret.By accessing our personal power, we can achieve'presence,'the state in which we stop worrying about the impression we're making on others and instead adjust the impression we've been making on ourselves. As Harvard professor Amy Cuddy's revolutionary book reveals, we don't need to embark on a grand spiritual quest or complete an inner transformation to harness the power of presence. Instead, we need to nudge ourselves, moment by moment, by tweaking our body language, behavior, and mind-set in our day-to-day lives.Amy Cuddy has galvanized tens of millions of viewers around the world with her TED talk about'power poses.'Now she presents the enthralling science underlying these and many other fascinating body-mind effects, and teaches us how to use simple techniques to liberate ourselves from fear in high-pressure moments, perform at our best, and connect with and empower others to do the same.Brilliantly researched, impassioned, and accessible, Presence is filled with stories of individuals who learned how to flourish during the stressful moments that once terrified them. Every reader will learn how to approach their biggest challenges with confidence instead of dread, and to leave them with satisfaction instead of regret.'Presence feels at once concrete and inspiring, simple but ambitious — above all, truly powerful.'—New York Times Book Review What's your ONE thing? People are using this simple, powerful concept to focus on what matters most in their personal and work lives. Companies are helping their employees be more productive with study groups, training, and coaching. Sales teams are boosting sales. Churches are conducting classes and recommending for their members. By focusing their energy on one thing at a time people are living more rewarding lives by building their careers, strengthening their finances, losing weight and getting in shape, deepening their faith, and nurturing stronger marriages and personal relationships. YOU WANT LESS. You want fewer distractions and less on your plate. The daily barrage of e-mails, texts, tweets, messages, and meetings distract you and stress you out. The simultaneous demands of work and family are taking a toll. And what's the cost? Second-rate work, missed deadlines, smaller paychecks, fewer promotions--and lots of stress. AND YOU WANT MORE. You want more productivity from your work. More income for a better lifestyle. You want more satisfaction from life, and more time for yourself, your family, and your friends. NOW YOU CAN HAVE BOTH ― LESS AND MORE. In The ONE Thing, you'll learn to: cut through the clutter achieve better results in less time build momentum toward your goal dial down the stress overcome that overwhelmed feeling revive your energy stay on track master what matters to you The book has: Made on more than 575 appearances on national bestseller lists Been #1 Wall Street Journal bestseller, New York Times bestseller, and USA Today bestseller Been translated into 40 languages Won 12 book awards Voted Top 100 Business Book of All Time on Goodreads The ONE Thing delivers extraordinary results in every area of your life--work, personal, family, and spiritual. WHAT'S YOUR ONE THING? Have You Ever Left A Nerve-racking Challenge And Immediately Wished For A Do Over? Maybe After A Job Interview, A Performance, Or A Difficult Conversation? The Very Moments That Require Us To Be Genuine And Commanding Can Instead Cause Us To Feel Phony And Powerless. Too Often We Approach Our Lives' Biggest Hurdles With Dread, Execute Them With Anxiety, And Leave Them With Regret. By Accessing Our Personal Power, We Can Achieve Presence, The State In Which We Stop Worrying About The Impression We're Making On Others And Instead Adjust The Impression We've Been Making On Ourselves. As Harvard Professor Amy Cuddy's Revolutionary Book Reveals, We Don't Need To Embark On A Grand Spiritual Quest Or Complete An Inner Transformation To Harness The Power Of Presence. Instead, We Need To Nudge Ourselves, Moment By Moment, By Tweaking Our Body Language, Behavior, And Mind-set In Our Day-to-day Lives. Amy Cuddy Has Reached Tens Of Millions Of Viewers Around The World With Her Ted Talk About Power Poses. Now She Presents The Science Underlying These And Many Other Body-mind Effects, And Teaches Us How To Use Simple Techniques To Liberate Ourselves From Fear In High-pressure Moments, Perform At Our Best, And Connect With And Empower Others To Do The Same. What Is Presence? -- Believing And Owning Your Story -- Stop Preaching, Start Listening: How Presence Begets Presence -- I Don't Deserve To Be Here -- How Powerlessness Shackles The Self (and How Power Sets It Free) -- Slouching, Steepling, And The Language Of The Body -- Surfing, Smiling, And Singing Ourselves To Happiness -- The Body Shapes The Mind (so Starfish Up!) -- How To Pose For Presence -- Self-nudging: How Tiny Tweaks Lead To Big Changes -- Fake It Till You Become It. Amy Cuddy. Includes Bibliographical References (pages 305-336) And Index. Every day we experience the uncertainty, risks, and emotional exposure that define what it means to be vulnerable or to dare greatly. Based on twelve years of research, Dr. Brené Brown dispels the cultural myth that vulnerability is weakness and argues that it is, in truth, our most accurate measure of courage. Brown explains how vulnerability is both the core of difficult emotions like fear, grief, and disappointment, and the birthplace of love, belonging, joy, empathy, innovation, and creativity. She writes: "When we shut ourselves off from vulnerability, we distance ourselves from the experiences that bring purpose and meaning to our lives." Daring Greatly is not about winning or losing. It's about courage. In a world where "never enough" dominates and feeling afraid has become second nature, vulnerability is subversive. Uncomfortable. It's even a little dangerous at times. And, without question, putting ourselves out there means there's a far greater risk of getting criticized or feeling hurt. But when we step back and examine our lives, we will find that nothing is as uncomfortable, dangerous, and hurtful as standing on the outside of our lives looking in and wondering what it would be like if we had the courage to step into the arena -- whether it's a new relationship, an important meeting, the creative process, or a difficult family conversation 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®, the only customer conversation tool grounded in neuroscience and behavioral psychology. But NeuroSelling® 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. YOU WANT LESS.

You want fewer distractions and less on your plate. The daily barrage of e-mails, texts, tweets, messages, and meetings distract you and stress you out. The simultaneous demands of work and family are taking a toll. And what’s the cost? Second-rate work, missed deadlines, smaller paychecks, fewer promotions—and lots of stress.

AND YOU WANT MORE.

You want more productivity from your work. More income for a better lifestyle. You want more satisfaction from life, and more time for yourself, your family, and your friends.

NOW YOU CAN HAVE BOTH—LESS AND MORE.

In The ONE Thing, you’ll learn to

• cut through the clutter

• achieve better results in less time

• build momentum toward your goal

• dial down the stress

• overcome that overwhelmed feeling

• revive your energy

• stay on track

• master what matters to you

The ONE Thing delivers extraordinary results in every area of your life—work, personal, family, and spiritual.

WHAT’S YOUR ONE THING?

"Every day we experience the uncertainty, risks, and emotional exposure that define what it means to be vulnerable or to dare greatly. Based on twelve years of research, Dr. Brené Brown dispels the cultural myth that vulnerability is weakness and argues that it is, in truth, our most accurate measure of courage. It's about courage. In a world where "never enough" dominates and feeling afraid has become second nature, vulnerability is subversive, uncomfortable, even a little dangerous sometimes. Without question, putting ourselves out there invites a far greater risk of being criticized or feeling hurt. But Brené Brown explains that when we shut ourselves off from vulnerability, we distance ourselves from the experiences that bring purpose and meaning to our lives, and that nothing is as dangerous, uncomfortable, or hurtful as standing on the outside looking in and wondering what it would be like if we had the courage to step into the arena. Daring Greatly is a practice and a powerful new vision for letting ourselves be seen."--Page 4 of cover Based on twelve years of research, thought leader Dr. Brené Brown argues that vulnerability is not weakness, but rather our clearest path to courage, engagement, and meaningful connection. "Every day we experience the uncertainty, risks, and emotional exposure that define what it means to be vulnerable, or to dare greatly. Whether the arena is a new relationship, an important meeting, our creative process, or a difficult family conversation, we must find the courage to walk into vulnerability and engage with our whole hearts. In Daring Greatly, Dr. Brown challenges everything we think we know about vulnerability. Based on twelve years of research, she argues that vulnerability is not weakness, but rather our clearest path to courage, engagement, and meaningful connection. The book that Dr. Brown's many fans have been waiting for, Daring Greatly will spark a new spirit of truth--and trust--in our organizations, families, schools, and communities." -- Publisher's description.

A Revolution in the Science of Good and Evil

Why do some people give freely while others are cold hearted?

Why do some people cheat and steal while others you can trust with your life?

Why are some husbands more faithful than others—and why do women tend to be more generous than men?

Could they key to moral behavior lie with a single molecule?

From the bucolic English countryside to the highlands of Papua New Guinea, from labs in Switzerland to his campus in Souther California, Dr. Paul Zak recounts his extraordinary stories and sets out, for the first time, his revolutionary theory of moral behavior.  Accessible and electrifying, The Moral Molecule reveals nothing less than the origins of our most human qualities—empathy, happiness, and the kindness of strangers. 

Gary Keller, cofundador de Keller Williams Realty y autor de best sellers, superó sus propios problemas con su foco de atención, por ello, sus afirmaciones acerca de cultivar mejores hábitos son aún más convincentes. Realizar múltiples tareas simultáneas no es fructífero, dice Keller, ya que el éxito requiere largos periodos de concentración absoluta, no manotazos sin ton ni son. Si usted halla su "algo ÚNICO", comenta, todo lo demás caerá en su lugar. Keller escribe en coautoría con Jay Papasan y divide su propuesta en pasos manejables, con base en investigación y experiencia. Por su estilo de redacción atractivo y sus muchas enumeraciones, las más de 200 páginas se leen muy rápidamente. getAbstract recomienda los métodos de Keller a gerentes nuevos, ejecutivos que disponen de poco tiempo y a cualquiera que busque hábitos que creen éxito A Revolution in the Science of Good and Evil Why do some people give freely while others are cold hearted? Why do some people cheat and steal while others you can trust with your life? Why are some husbands more faithful than others and why do women tend tobe more generous than men? Could they key tomoral behaviour lie with a single molecule? From the bucolic English countryside to the highlands of Papua New Guinea, from labs in Switzerland to his campus in Southern California, Dr. Paul Zak recounts his extraordinary stories and sets out, for the first time, hisrevolutionary theory of moral behavior. Accessibleand electrifying, The Moral Molecule reveals nothing less than the origins of our most human qualities empathy, happiness, andthe kindness of strangers. A Revolution in the Science of Good and EvilWhy do some people give freely while others are cold hearted?Why do some people cheat and steal while others you can trust with your life?Why are some husbands more faithful than others—and why do women tend to be more generous than men?Could they key to moral behavior lie with a single molecule?From the bucolic English countryside to the highlands of Papua New Guinea, from labs in Switzerland to his campus in Souther California, Dr. Paul Zak recounts his extraordinary stories and sets out, for the first time, his revolutionary theory of moral behavior. Accessible and electrifying, The Moral Molecule reveals nothing less than the origins of our most human qualities—empathy, happiness, and the kindness of strangers. "Philosophy, economics, and biology have rarely been so entertaining." 'Matt Ridley, author of Genome Paul J. Zak's proclivity for taking blood samples has earned him a nickname as the "vampire economist." But his sanguinary habit is backed by his scientifi'c quest: What if there was a master switch for human behavior' On, and people are loving and generous. Off, and they revert to violence and greed. By studying thousands of blood samples, Zak has pinpointed just such a switch: a brain chemical called oxytocin. Sprinting around the globe and into the human brain, 'The Moral Molecule is a dazzling narrative as erudite and entertaining as bestsellers like Flow, Drive, and Why We Love. Introduction 1. What Is Presence? 2. Believing and Owning Your Story 3. Stop Preaching, Start Listening: How Presence Begets Presence 4. I Don't Deserve to Be Here 5. How Powerlessness Shackles the Self (and How Power Sets It Free) 6. Slouching, Steepling, and the Language of the Body 7. Surfing, Smiling, and Singing Ourselves to Happiness 8. The Body Shapes the Mind (So Starfish Up!) 9. How to Pose for Presence 10. Self-Nudging: How Tiny Tweaks Lead to Big Changes 11. Fake It Till You Become It Acknowledgments Notes Index. The trust game : from short cons to the wealth of nations Lobsters in love : the evolution of trust Feeling oxytocin : the circuit that brings us home Bad boys : the complications of gender The disconnected : victims of abuse, bad genes, and bad ideas Where sex touches religion : stepping outside the self Moral markets : liquid trust and why greed isn't good A long and happy life : mimes creating bottom-up democracy. A founding neuroeconomics researcher identifies the role of oxytocin in shaping human behavior and relationships, tracing his work throughout the world to explain what his findings reveal about the origins of basic human qualities "A Harvard psychologist and TED star shares strategic advice on how to live in accordance with one's inner resources to overcome social fears and self-doubt while heightening confidence, productivity and influence,"--NoveList. "A Harvard psychologist and TED star shares strategic advice on how to live in accordance with one's inner resources to overcome social fears and self-doubt while heightening confidence, productivity and influence, "--NoveList The One Thing explains the success habit to overcome the six lies that block our success, beat the seven thieves that steal time, and leverage the laws of purpose, priority, and productivity.