John Wiley & Sons Inc Invisible Game: The Secrets and the Science of Winning Minds and Winning Deals

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 resultsAn 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. Autorid: Kai-Markus Mueller, Gabriele Rehbock