John Wiley & Sons The Invisible Game Cover Use the latest psychological research to your advantage in everyday sales and business transactions .. Product #: 978-1-394-15298-8 Regular price: $21.40 $21.40 Auf Lager

The Invisible Game

The Secrets and the Science of Winning Minds and Winning Deals

Mueller, Kai-Markus / Rehbock, Gabriele


1. Auflage November 2022
272 Seiten, Hardcover
Wiley & Sons Ltd

ISBN: 978-1-394-15298-8
John Wiley & Sons

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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 behavioural science to everyday business and sales transactions. In plain English, the book unpacks recently discovered 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.

In the book, the authors show you how to overcome ingrained, counterproductive habits, respond quickly to high-stakes judgment calls, and assertively set the rules of negotiation in your next sales call in a way that benefits you. You'll also find:
* Strategies and techniques that offer a lasting edge in negotiations, sales, and other business transactions
* Hands-on tactics you can use to improve your business-to-business sales game
* Useful pointers drawn from new research on biases and heuristics you can apply for immediate and dramatic results

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.

Table of contents

Dedication 6

Introduction: It's never been harder to be a salesperson 7

Part 1: Building Your Situational Awareness 24

Chapter 1: The forces behind the Invisible Game 28

Chapter 2: All sales are won and lost on illusions 40

Chapter 3: Controlling Illusions = Controlling the Deal 46

Chapter 4: Relativity and Anchoring: The illusion of numbers 63

Part 2: Playing Defense and the Power of "No" 74

Chapter 5: Price = Math + Story 79

Chapter 6: Psyched up or psyched out? 84

Chapter 7: Paying the price of "yes" 89

Chapter 8: Overcoming the fear of "no" 100

Chapter 9: Expand your comfort zone 115

Chapter 10: From the Buyer's Playbook: Time, uncertainty, fear, and silence 128

Part 3: Playing Offense and the Powers of Influence 144

Chapter 11: Personal versus paper power: Where's your leverage? 145

Chapter 12: What buyers think and how they make decisions 153

Chapter 13: What is your re-pricing strategy? 168

Chapter 14: Who will you anchor today? 178

Chapter 15: Why equal things aren't always equal 183

Chapter 16: The Power of Free and the Power of Now 190

Chapter 17: To Bundle or Not to Bundle: Is that really the question? 195

Chapter 18: Decoys and the Power of 3205

Chapter 19: The Power of the Next Small Thing 213

Conclusion: Has it really never been harder to be a salesperson? 220

Epilogue: Some final takeaways from Gaby and Kai 223

Acknowledgments 228

About the authors 229

Appendix 230