The Invisible Game - by Kai-Markus Mueller & Gabriele Rehbock (Hardcover)

Book Synopsis

Cutting-edge science can make all the difference for salespeople in a time when they are facing a business world in transformation.

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, behavioural 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 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.

From the Back Cover

Understand and apply cutting-edge science to up your sales game

In 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, The Invisible Game will sharpen your sales skills for superior performance in any business situation.

"I have known Gabriele for decades as a fantastic corporate executive and negotiator. The Invisible Game 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."
--Patrick Firmenich, Chairman, Firmenich Group

"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, The Invisible Game provides sales professionals with essential and clear-cut advice on how to harness the power of those mechanisms."
--Hartmut Jenner, Chief Executive Officer (CEO) and Chairman of the Board of Management, Alfred Kärcher SE & Co. KG

About the Author

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(TM) 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.