The Invisible Game : The Secrets and the Science of Winning Minds and Winning Deals

Cutting-edge science can make all the difference for salespeople in a time when they are facing a business world in transformation. In __The Invisible Game: The Secrets and the Science of Winning Minds and Winning Deals__, neuroscientist Kai-Markus Mueller and sales professional Gabriele Rehbock deliver a hands-on guide to the hidden dynamics that influence the outcomes of most business deals. In plain English, the book unpacks recently discovered insights from psychology, behavioural economics, and neuroscience and explains how to apply them to your advantage in real-life business situations. The authors show you how to influence buying decisions and how to successfully respond to challenging business situations in order to put you in control of the levers that drive sales success. You'll also find - Advanced strategies and tactics that offer a lasting edge in negotiations, sales and other business transactions - Smart techniques to build rewarding customer relationships - The psychology behind gains and losses revealing new keys to profitable pricing - Real-life advice on how to counter a buyer's intimidation tactics: time, uncertainty, fear, and silence An essential, step-by-step playbook for sales professionals, __The Invisible Game__ will also earn a place on the bookshelves of entrepreneurs, business owners, and other independent professionals—like lawyers, accountants, freelancers, consultants, and programmers—who regularly sell their services to other businesses. "Use the latest psychological research to your advantage in everyday sales and business transactions In The Invisible Game: The Science and Secrets of Winning Minds and Deals, neuroscientist Kai-Markus Mueller and sales professional Gabriele Rehbock deliver a hands-on guide to applying the latest psychological research to everyday business and sales transactions. In plain English, the book unpacks recently discovered psychological phenomena and explains how to use them to your advantage during your next sales interaction. You'll learn to recognize and master "the invisible game," the unconscious dynamics that underlie many common business deals"-- Provided by publisher