Overview

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, behavioral 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 transactions; smart techniques to build rewarding customer relationships; the psychology behind gains and losses revealing new keys to profitable pricing; real-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 is also a must-listen for entrepreneurs, business owners, and other independent professionals--like lawyers, accountants, freelancers, consultants, and programmers--who regularly sell their services to other businesses.

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Kai-Markus Mueller is a professor of consumer behavior with a research focus on behavioral pricing. He is a neuroscientist by training and is the inventor of the NeuroPricing concept. Gabriele Rehbock is a multiple award-winning sales expert. As a top executive in the fragrance industry, she carried P&L responsibility for global customer relationships including Colgate-Palmolive, Henkel, and Procter & Gamble. Christopher P. Brown is an audiobook narrator whose passion is using his scripted theater and improvisation training and experience to bring stories and characters to life. He holds graduate degrees (MA and PhD) in literature, linguistics, and leadership studies. Chris is also bilingual, with professional proficiency in both Spanish and English, and can tackle narration projects in either language, or both of them. Chris grew up in western Michigan, and has lived in St. Louis, Missouri, and the Washington DC area, and now resides in San Diego, California.

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