Sales Meets Brain Research

This book describes a sales pitch strategy based on the latest scientific findings in brain research. It provides salespeople with a blueprint for systematic, non-manipulative, structured customer conversations. Why do negotiations sometimes lead to success and other times not? Why do customers either react positively and sometimes or negatively to comparable procedures and decision-making processes? The authors explore all these questions and, using concrete examples from everyday sales practice in conjunction with current findings from brain research, show what kind of communication will ensure your success. They describe how to better interpret the behavior of customers, their typical and individual ways of thinking, and the timing of their decision-making processes. And you will also learn how ethical that the process of selling can be ethical if you base it on the right philosophy, a positive image of humanity as well as respect and appreciation. Then you can simply let customers buy. If you are in sales and want to optimize your communication with existing and potential customers, this is the book for you. From the contents - The role of brain research in sales conversation Motivation typology and brain-to-brain synchrony - The sales success spiral and benefit model From reward system to sales closings without pressure The authors Paul Weber is Managing Director of Wholesale and Sales Manager for the entire group at the VEDES toy association. In addition, he is the owner of the sales agency SalesPerformance and has been advising, training and coaching companies from industry and trade for more than 30 years. Prof. Dr. Heiner Böttger is university professor for the Didactics of English Literature and Linguistics with a research focus on "Educational Neuroscience" and language acquisition at the Catholic University of Eichstätt-Ingolstadt. This book is a translation of an original German edition. The translation was done with the help of artificial intelligence (machine translation by the service DeepL.com). A subsequent human revision was done primarily in terms of content, so that the book will read stylistically differently from a conventional translation.