{"product_id":"the-invisible-game-isbn-9781394152988","title":"The Invisible Game","description":"\u003cp\u003eCutting-edge science can make all the difference for salespeople in a time when they are facing a business world in transformation.\u003c\/p\u003e \u003cp\u003eIn \u003ci\u003eThe Invisible Game: The Secrets and the Science of Winning Minds and Winning Deals\u003c\/i\u003e, 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, behavioural economics, and neuroscience and explains how to apply them to your advantage in real-life business situations.\u003c\/p\u003e \u003cp\u003eThe 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\u003c\/p\u003e \u003cul\u003e \u003cli\u003eAdvanced strategies and tactics that offer a lasting edge in negotiations, sales and other business transactions\u003c\/li\u003e \u003cli\u003eSmart techniques to build rewarding customer relationships\u003c\/li\u003e \u003cli\u003eThe psychology behind gains and losses revealing new keys to profitable pricing\u003c\/li\u003e \u003cli\u003eReal-life advice on how to counter a buyer’s intimidation tactics: time, uncertainty, fear, and silence\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003eAn essential, step-by-step playbook for sales professionals, \u003ci\u003eThe Invisible Game\u003c\/i\u003e 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.\u003c\/p\u003e \u003cp\u003eIntroduction: It’s Never Been Harder to Be a Salesperson 1\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart I: Building Your Situational Awareness 17\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e1. The Forces Behind the Invisible Game 21\u003c\/p\u003e \u003cp\u003e2. All Sales Are Won and Lost on Illusions 33\u003c\/p\u003e \u003cp\u003e3. Controlling Illusions = Controlling the Deal 39\u003c\/p\u003e \u003cp\u003e4. Relativity and Anchoring: The Illusion of Numbers 53\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart II: Playing Defence and the Power of “no” 63\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e5. Price = Maths + Story 69\u003c\/p\u003e \u003cp\u003e6. Psyched Up or Psyched Out? 75\u003c\/p\u003e \u003cp\u003e7. Paying the Price of ‘Yes’ 81\u003c\/p\u003e \u003cp\u003e8. Overcoming the Fear of ‘No’ 91\u003c\/p\u003e \u003cp\u003e9. Expand Your Comfort Zone 105\u003c\/p\u003e \u003cp\u003e10. From the Buyer’s Playbook: Time, Uncertainty, Fear, and Silence 119\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart III: Playing Offence and the Powers of Influence 135\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e11. Personal Versus Paper Power: Where’s Your Leverage? 137\u003c\/p\u003e \u003cp\u003e12. What Buyers Think and How They Make Decisions 145\u003c\/p\u003e \u003cp\u003e13. What Is Your Re-pricing Strategy? 161\u003c\/p\u003e \u003cp\u003e14. Who Will You Anchor Today? 171\u003c\/p\u003e \u003cp\u003e15. Why Equal Things Aren’t Always Equal 177\u003c\/p\u003e \u003cp\u003e16. The Power of Free and the Power of Now 185\u003c\/p\u003e \u003cp\u003e17. To Bundle or Not to Bundle: Is That Really the Question? 191\u003c\/p\u003e \u003cp\u003e18. Decoys and the Power of 3 201\u003c\/p\u003e \u003cp\u003e19. The Power of the Next Small Thing 209\u003c\/p\u003e \u003cp\u003eConclusion: Has It Really Never Been Harder to Be a Salesperson? 217\u003c\/p\u003e \u003cp\u003eEpilogue: Some Final Takeaways from Gaby and Kai 219\u003c\/p\u003e \u003cp\u003eAcknowledgements 225\u003c\/p\u003e \u003cp\u003eAbout the Authors 229\u003c\/p\u003e \u003cp\u003eNotes 231\u003c\/p\u003e \u003cp\u003eIndex 245\u003c\/p\u003e  \u003cp\u003e\u003cb\u003eKAI-MARKUS MUELLER\u003c\/b\u003e 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. \u003c\/p\u003e\u003cp\u003e\u003cb\u003eGABRIELE REHBOCK\u003c\/b\u003e is a multiple award-winning sales expert. As a top executive in the fragrance industry, she carried P\u0026amp;L responsibility for global customer relationships including Colgate-Palmolive, Henkel and Procter \u0026amp; Gamble.   \u003c\/p\u003e\u003cp\u003eExplained in plain English but grounded in the latest behavioral science, \u003ci\u003eThe Invisible Game\u003c\/i\u003e walks salespeople through how to respond successfully in challenging business situations and establish the rules of negotiation rather than simply accepting the terms proffered by the other side of the transaction. An indispensable strategy guide for sales professionals seeking to master the invisible, intuitive side of sales transactions and negotiations, the book is also an essential resource for business owners, entrepreneurs, and independent professionals—like lawyers, accountants, designers, coders, freelancers, and consultants—who regularly engage with and sell their services to commercial buyers.\u003c\/p\u003e \u003cp\u003e\"\u003ci\u003eThe Invisible Game\u003c\/i\u003e rocks! Drawing on their joint expertise in sales, psychology, and neuroscience, Gaby and Kai bring behavioral economics to life. This is a powerful and accessible how-to manual for every current and aspiring sales leader. If you want to learn to be a better sales leader, read this book!\"\u003cbr\u003e\u003cb\u003e— Michael Platt,\u003c\/b\u003e Director, Wharton Neuroscience Initiative and James S. Riepe, University Professor at University of Pennsylvania, and author of \u003ci\u003eThe Leader’s Brain\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e\"\u003ci\u003eThe Invisible Game\u003c\/i\u003e is a must-read for anyone involved in frequent selling situations. The authors go beyond the usual Visible Game and show the role played by a larger set of factors that influence the success of negotiations. These less visible factors come from the insights of scholars working in behavioral economics and brain science.\"\u003cbr\u003e\u003cb\u003e—\u003c\/b\u003e \u003cb\u003ePhilip Kotler,\u003c\/b\u003e S.C.Johnson \u0026amp; Son Distinguished Professor of International Marketing, Kellogg School of Management, Northwestern University\u003c\/p\u003e \u003cp\u003e\u003cb\u003eUnderstand and apply cutting-edge science to up your sales game\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIn their groundbreaking book, neuroscientist Kai-Markus Mueller and sales-pro Gabriele Rehbock deliver a hands-on guide to the hidden forces that drive the outcomes of most business deals. The authors introduce the concepts of the Visible and Invisible Games and reveal the root causes of winning and losing on those two playing fields. Grounded in real-life experiences, \u003ci\u003eThe Invisible Game\u003c\/i\u003e will sharpen your sales skills for superior performance in any business situation.\u003c\/p\u003e \u003cp\u003e\"I have known Gabriele for decades as a fantastic corporate executive and negotiator. \u003ci\u003eThe Invisible Game\u003c\/i\u003e fills a critical gap in the approach to B2B sales. As a strong believer in the authors’ concept, I am amazed how they translate scientific insight into the essentials for developing successful negotiation strategies.\"\u003cbr\u003e\u003cb\u003e—Patrick Firmenich,\u003c\/b\u003e Chairman, Firmenich Group\u003c\/p\u003e \u003cp\u003e\"Understanding psychological mechanisms is crucial for success in the consumer world as well as in the business-to-business context. Drawing on a unique mixture of practical experience and cutting-edge behavioral science, \u003ci\u003eThe Invisible Game\u003c\/i\u003e provides sales professionals with essential and clear-cut advice on how to harness the power of those mechanisms.\"\u003cbr\u003e\u003cb\u003e—Hartmut Jenner,\u003c\/b\u003e Chief Executive Officer (CEO) and Chairman of the Board of Management, Alfred Kärcher SE \u0026amp; Co. KG\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47990270165221,"sku":"NP9781394152988","price":24.95,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9781394152988.jpg?v=1761787141","url":"https:\/\/k12savings.com\/es\/products\/the-invisible-game-isbn-9781394152988","provider":"K12savings","version":"1.0","type":"link"}