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.
Jeff Bloomfield is the founder and CEO of Braintrust, a sales & marketing consultancy helping companies have more purpose-driven, impactful customer conversations using his NeuroSelling® methodology, resulting in untold millions of dollars in increased revenue. In addition, Jeff is a unique and powerful keynote speaker, bringing his one-of-a-kind message of purpose and transformation to stages all around the world. He lives outside Cincinnati, Ohio, with his wife and family.
1: Why They Buy (and When They Don't) 1
Part I: The Lab 21
2: Selling vs. NeuroSelling® 23
3: The Cave-to-Cave Salesman 33
4: The Neuroscience of Trust 45
5: The Physiology of Change Resistance 65
6: The Psychology of Bias 81
7: The Neuroscience of Narrative 95
Part II: The Field 105
8: Start with Who, Lead with Why 107
9: End with How: The 5 NeuroSelling® Narratives 117
10: Asking Neuro-Centric Questions 149
11: Removing the Barriers to Change 161
12: Closing vs. Committing 175
Appendix: NeuroSelling® Jump Start 181