What salespeople can learn from brain research

BOOK TIP In the book "Top Seller", author Hans-Georg Häusel explains how to assign each customer to one of the four brain types, how to make your offer appealing to them and how to achieve the highest possible price for it. In this book, neuromarketing expert Hans-Georg Häusel advises salespeople to use understandable, visual language - and demonstrates it himself. In doing so, he imparts profound knowledge that has been tried and tested over many years of sales and marketing practice. The chapters are as easy to read as the morning paper and at the same time highly substantial. They are based on the system of four human types, the foundation stone of which was laid by the psychologist William M. Marston. Marston distinguished between the dominant, the proactive, the steady and the conscientious type. Many applications, for example in recruiting or coaching, are based on this DISG model. Häusel describes the sales cycle for each type, from the initial appointment to follow-up support. He also devotes a lot of space to the topics of price discussions and closing. getAbstract not only declares Top Seller to be the standard work for every salesperson, but also recommends it to the other side. getAbstract rating: 8Implementability: 10Innovation level: 7Style: 8Publisher: HaufeYear of publication: 2015Pages: 208ISBN: 9783648066294