[PDF] Heart And Mind Selling eBook

Author : Steven Lloyd
Publisher : Sterling & Pope Publishing
Page : 248 pages
File Size : 24,64 MB
Release : 2000
Category : Business & Economics
ISBN : 9780967861609

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All great sales people and sales managers agree that Everyone buys on emotion and justifies their purchase with logic. Learning to Sell from the Heart will benefit you personally, professionally, and economically, by showing you how to cause the sale to happen by accessing your prospects Emotional Buying Center. Applying what this book teaches you will take both the sales expert and the beginner into a whole new dynamic dimension of sales performance.

Author : John Asher
Publisher : Sourcebooks, Inc.
Page : 69 pages
File Size : 24,99 MB
Release : 2019-11-01
Category : Business & Economics
ISBN : 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 Sales Strategies that Work: Leave outdated sales techniques behind and embrace a new era of effective selling.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.

Author : Shari Levitin
Publisher : Red Wheel/Weiser
Page : 240 pages
File Size : 41,92 MB
Release : 2017-02-20
Category : Business & Economics
ISBN : 1632659271

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Are you making it difficult for your potential customers to buy from you? Today’s buyers are overloaded – overwhelmed by too much information and suffering from decision fatigue. Across industries, customers are delaying purchasing decisions or even choosing to stick with the status quo so they can avoid the dreaded “sales process.” In response, many sales professionals are overcompensating with behaviors that are either too accommodating or that create high pressure – and alienating potential buyers in the process. How can you reconcile your need to meet sales targets with the customer’s desire for a heartfelt, authentic sales approach? Author Shari Levitin, creator of the Third-Level Selling system, offers a dynamic framework for effective selling in the Digital Age. Unlike other sales books that focus on abstract tips or techniques, Heart and Sell offers a science based real-world approach that will help you dramatically increase your sales—regardless of your level or industry. Discover the 7 Key Motivators that influence every decision your customer will make. Learn to align your sales process with how people buy—instead of fighting against it. Harness the power of the Linking Formula to create true urgency. Master the 10 Universal Truths so you can beat your sales quota without losing your soul. Understand the 6 Core Objections and how you can neutralize them. In a market where the right approach is key, Heart and Sell shows you how to blend the new science of selling with the heart of human connection to reach more prospects and consistently close more deals.

Author : John Asher
Publisher : Simple Truths
Page : 0 pages
File Size : 32,86 MB
Release : 2019-10-15
Category : Persuasion (Psychology)
ISBN : 9781492689485

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"A revolutionary way to increase your sales! Sales is not just about logic and emotion. Extraordinary salespeople are top earners because they understand the deeper levels of the brain and how buyers think. Global sales expert John Asher explores these hidden biases and brain stimuli, and provides tips and techniques to: Increase your likeability; Steer a profitable conversation; Stand out from the competition; Win customers for life! Discover real sales success and bring new value to your company!"--

Author : Todd Zaugg
Publisher : Advantage Media Group
Page : 253 pages
File Size : 25,14 MB
Release : 2009
Category : Business & Economics
ISBN : 1599321521

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The secrets of 11,000 sales professionals gathered in one incredible book Selling is a balance between seduction and war Before you go into battle, arm yourself with the hidden knowledge of the Warrior Sales Monk. Assessments and 94 illuminations that that are combined to help create a personalized performance solution. Here are some examples of the answers you can find inside: 1. Learn how to read your prospect or customer's mind. 2. Danger Great customer relationships are putting your business at risk. 3. What are the 4 battery packs for sustained performance? 4. You are losing thousands of dollars by not using this sales process. 5. What should your best day look like? 6. What are the 14 key signs that you should leave your job? 7. Spot the 15 competencies that top performers exhibit. How do you measure up against those? 8. Find the balance between the warrior and monk in order to increase performance.

Author : Peggy Clohessy Silva
Publisher : Teachers College Press
Page : 180 pages
File Size : 16,34 MB
Release : 2002-04-05
Category : Education
ISBN : 9780807742129

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This is the remarkable story of the creation of a new kind of high school that truly aspires to educate all students to high standards. Believing that a deeply personalized culture can prevent the senseless violence that has invaded many public schools, educators at Souhegan High School in Amherst, New Hampshire set out to create a safe, caring, and academically rigorous school. In this volume, Silva (a teacher) and Mackin (a principal) chronicle their experiences as they worked through the many challenges that ultimately resulted in this extraordinarily successful school. Featuring their honest reflections and the voices of other participants, this book: -- Portrays a real public high school (not a small alternative school) that is successfully implementing most of the reform practices recommended by national reform models. -- Demonstrates how schools can strike a balance between the need for stricter safety measures and the social and emotional needs of each student, thus avoiding violent outbursts in schools. -- Details the school's structure, curriculum, professional culture, and systems of accountability for all students in a heterogeneous, inclusionary setting. -- Describes the use of teaming, advisory groups, exhibitions, and senior projects. -- Provides a working model of the "Breaking Ranks" recommendations, including the importance of "personalization" and democracy in education.

Author : Vangile Makwakwa
Publisher : Jacana Media
Page : 226 pages
File Size : 47,84 MB
Release : 2013-07
Category : Business & Economics
ISBN : 1920292241

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Intelligence and education are often considered primary keys to financial security in today's world. Yet money-trouble is still a problem faced by thousands of people in spite of their schooling and acumen. The root of this issue is frequently something almost never thought of when considering finance: emotion. Emotions are the link between one's thoughts and one's behavior -- Publisher's description.

Author : Warren Schoening
Publisher : AuthorHouse
Page : 127 pages
File Size : 37,99 MB
Release : 2012-02-15
Category : Business & Economics
ISBN : 1468545949

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Selling Is a Mind Game is a comprehensive guide for individuals entering the sales profession or for the veteran to reexamine basic sales fundamentals for successful selling. This book provides a straightforward presentation by addressing which skill sets are necessary to achieve success. An expansive approach provides each reader with the opportunity to apply individual product and industry knowledge for personal skill development. DECISION-MAKING IS A MENTAL PROCESS A favorable setting and relaxed atmosphere is desirable; however, buying decisions are not made on the golf course, in restaurants, or in offices, but instead in the buyers mind. Sales conversations and presentation material must parallel how buyers mentally process information. DISCOVER THE DECISION-MAKING PROCESS Selling Is a Mind Game focuses on the buyers decision-making process. This unique perspective provides an understanding of how buying decisions are made and demonstrates how to take advantage of that process via sales disciplines and techniques. IDENTIFY SELLING DISCIPLINES / TECHNIQUES THAT PARALLEL THE DECISION-MAKING PROCESS PLACING BUYER AND SELLER ON CORRESPONDING PATHS Each selling discipline/technique has a specific objective and is aligned with the buyers mental process, which guides the sales conversation, and a proposal toward a positive buying decision. ADDITIONAL TOPICS THIS BOOK EXPLAINS AND TEACHES: THE ART OF PERSUASION Ability to influence others RULE OF 80 FUD FACTOR FearUncertaintyDoubt SELLING LANDSCAPE Understand how the game is played FEATURES & BENEFITS Features TellBenefits Sell TAKING THE SALES STAGE>br /> Superstar vs. Average BUYING SIGNALS Know when to close WHY BUYERS PRESENT OBJECTIONS Learn why the no-sale sign goes up

Author : Joseph Chilton Pearce
Publisher : Simon and Schuster
Page : 189 pages
File Size : 18,71 MB
Release : 2012-08-10
Category : Body, Mind & Spirit
ISBN : 1594775109

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Activating the compassionate intelligence of the heart to reconnect to the universe and our spiritual future • Shows how the heart is connected to our prefrontal cortex and offers a balancing counterweight to the calculating intellect of the lower brain • Explains how we are stuck in reactive behavior loops resulting from the loss of the nurturing culture of our ancestors • Reveals how the Heart-Mind Matrix connects us to the universe and is the engine of spiritual evolution Expanding the revolutionary theories of mind explored in the bestselling The Crack in the Cosmic Egg and The Biology of Transcendence, Joseph Chilton Pearce explains how the heart provides the balancing intelligence to the brain’s calculating intellect, an innate system of emotional-mental coherence lost generations ago through a breakdown of the nurturing culture of our ancestors. By severing ourselves from our heart intelligence, we are left with our selfish, survival-oriented reptilian brains, which create and reinforce “strange loops” between potential and actual reality, leading to our modern world’s endless cycle of self-inflicted disasters and societal crises. Pearce explains that in order to break these cycles and transcend a life focused solely on surviving the results of our own reactive patterns, we must reconnect with the compassionate intelligence of the heart. Offering a rich variety of evidence, Pearce explores neurological research, lost and enduring nurturing cultures, personal experiences, and accounts from the lives and writings of modern sages such as Jane Goodall, Maria Montessori, and Rudolf Steiner. He shows that by activating the original matrix of the Heart-Mind--the engine of our spiritual evolution and our innate connection to the universe--we can teach our brains new ways to think, amend our destructive behavior loops, and enter into a future of peace, spiritual connection, and conscious evolution.