{"product_id":"9781468545944","title":"Selling Is A Mind Game","description":"\u003cp\u003eSelling Is a Mind Game is a comprehensive guide for individuals entering the sales profession or for the veteran to reexamine basic sales fundamentals for successful selling. \u003c\/p\u003e \u003cp\u003eThis book provides a straightforward presentation by addressing which skill sets are necessary to achieve success. An expansive approach provides each reader with the opportunity to apply individual product and industry knowledge for personal skill development.\u003c\/p\u003e   \u003cp\u003eDECISION-MAKING IS A MENTAL PROCESS\u003c\/p\u003e  \u003cp\u003eA favorable setting and relaxed atmosphere is desirable; however, buying decisions are not made on the golf course, in restaurants, or in offices, but instead in the buyer’s mind. Sales conversations and presentation material must parallel how buyers mentally process information.\u003c\/p\u003e  \u003cp\u003eDISCOVER THE DECISION-MAKING PROCESS\u003c\/p\u003e  \u003cp\u003eSelling Is a Mind Game focuses on the buyer’s decision-making process.  This unique perspective provides an understanding of how buying decisions are made and demonstrates how to take advantage of that process via sales disciplines and techniques.   \u003c\/p\u003e  \u003cp\u003eIDENTIFY SELLING DISCIPLINES \/ TECHNIQUES THAT PARALLEL THE DECISION-MAKING PROCESS PLACING BUYER  AND SELLER ON CORRESPONDING PATHS\u003c\/p\u003e  \u003cp\u003eEach selling discipline\/technique has a specific objective and is aligned with the buyer’s mental process, which guides the sales conversation, and a proposal toward a positive buying decision.  \u003c\/p\u003e  \u003cp\u003eADDITIONAL TOPICS THIS BOOK EXPLAINS AND TEACHES:\u003c\/p\u003e  \u003cul\u003e \u003cp\u003e\u003c\/p\u003e\n\u003cli\u003e THE ART OF PERSUASION\u003cbr\u003e        Ability to influence others \u003c\/li\u003e \u003cp\u003e\u003c\/p\u003e\n\u003cli\u003e RULE OF “80” \u003c\/li\u003e \u003cp\u003e\u003c\/p\u003e\n\u003cli\u003e FUD FACTOR \u003cbr\u003e       Fear—Uncertainty—Doubt \u003c\/li\u003e \u003cp\u003e\u003c\/p\u003e\n\u003cli\u003e SELLING LANDSCAPE \u003cbr\u003e       Understand how the “game” is played  \u003c\/li\u003e \u003cp\u003e\u003c\/p\u003e\n\u003cli\u003e FEATURES \u0026amp; BENEFITS\u003cbr\u003e       Features Tell—Benefits Sell \u003c\/li\u003e \u003cp\u003e\u003c\/p\u003e\n\u003cli\u003e TAKING THE SALES STAGE\u003cbr\u003e       Superstar vs. Average  \u003c\/li\u003e \u003cp\u003e\u003c\/p\u003e\n\u003cli\u003e BUYING SIGNALS\u003cbr\u003e       Know when to close \u003c\/li\u003e \u003cp\u003e\u003c\/p\u003e\n\u003cli\u003e WHY BUYERS PRESENT OBJECTIONS\u003cbr\u003e       Learn why the no-sale sign goes up \u003c\/li\u003e \u003c\/ul\u003e","brand":"AuthorHouse","offers":[{"title":"Default Title","offer_id":47130360086768,"sku":"9781468545944","price":4.49,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0737\/7593\/9824\/files\/9781468545944_p0.jpg?v=1763695520","url":"https:\/\/shop-qa.barnesandnoble.com\/products\/9781468545944","provider":"Barnes \u0026 Noble (DEV)","version":"1.0","type":"link"}