{"product_id":"the-invisible-game-9781394152988","title":"The Invisible Game","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003eCutting-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 transactionsSmart techniques to build rewarding customer relationshipsThe psychology behind gains and losses revealing new keys to profitable pricingReal-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 professionalslike lawyers, accountants, freelancers, consultants, and programmerswho regularly sell their services to other businesses.\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cp\u003eIntroduction: It’s Never Been Harder to Be a Salesperson 1\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart I: Building Your Situational Awareness 17\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e1. The Forces Behind the Invisible Game 21\u003c\/p\u003e \u003cp\u003e2. All Sales Are Won and Lost on Illusions 33\u003c\/p\u003e \u003cp\u003e3. Controlling Illusions = Controlling the Deal 39\u003c\/p\u003e \u003cp\u003e4. Relativity and Anchoring: The Illusion of Numbers 53\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart II: Playing Defence and the Power of “no” 63\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e5. Price = Maths + Story 69\u003c\/p\u003e \u003cp\u003e6. Psyched Up or Psyched Out? 75\u003c\/p\u003e \u003cp\u003e7. Paying the Price of ‘Yes’ 81\u003c\/p\u003e \u003cp\u003e8. Overcoming the Fear of ‘No’ 91\u003c\/p\u003e \u003cp\u003e9. Expand Your Comfort Zone 105\u003c\/p\u003e \u003cp\u003e10. From the Buyer’s Playbook: Time, Uncertainty, Fear, and Silence 119\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart III: Playing Offence and the Powers of Influence 135\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e11. Personal Versus Paper Power: Where’s Your Leverage? 137\u003c\/p\u003e \u003cp\u003e12. What Buyers Think and How They Make Decisions 145\u003c\/p\u003e \u003cp\u003e13. What Is Your Re-pricing Strategy? 161\u003c\/p\u003e \u003cp\u003e14. Who Will You Anchor Today? 171\u003c\/p\u003e \u003cp\u003e15. Why Equal Things Aren’t Always Equal 177\u003c\/p\u003e \u003cp\u003e16. The Power of Free and the Power of Now 185\u003c\/p\u003e \u003cp\u003e17. To Bundle or Not to Bundle: Is That Really the Question? 191\u003c\/p\u003e \u003cp\u003e18. Decoys and the Power of 3 201\u003c\/p\u003e \u003cp\u003e19. The Power of the Next Small Thing 209\u003c\/p\u003e \u003cp\u003eConclusion: Has It Really Never Been Harder to Be a Salesperson? 217\u003c\/p\u003e \u003cp\u003eEpilogue: Some Final Takeaways from Gaby and Kai 219\u003c\/p\u003e \u003cp\u003eAcknowledgements 225\u003c\/p\u003e \u003cp\u003eAbout the Authors 229\u003c\/p\u003e \u003cp\u003eNotes 231\u003c\/p\u003e \u003cp\u003eIndex 245\u003c\/p\u003e","brand":"John Wiley \u0026 Sons Inc","offers":[{"title":"Default Title","offer_id":48866615296343,"sku":"9781394152988","price":18.04,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9781394152988.jpg?v=1722279472","url":"https:\/\/bookcurl.com\/products\/the-invisible-game-9781394152988","provider":"Book Curl","version":"1.0","type":"link"}