NeuroSelling

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.

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

Endnotes 185