000			03011nam a2200289 i 4500
003			MIUC
005			20200305094123.0
008			170614s2007 tnua 000 | eng
020			_a9781595551351
040			_aMIUC _beng _cMIUC
082	0		_a658.8001
100	1		_93413 _aRenvoisé, Patrick
245	1	0	_aNeuromarketing : _bunderstanding the "buy button" in your customer's brain / _cPatrick Renvoisé and Christophe Morin.
260			_aNashville, etc. : _bThomas Nelson, _c2007.
300			_axii, 244 p. : _bill. b&w ; _c22 cm.
336			_2rdacontent _atext
504			_aIncludes bibliographical references.
505	0		_aCh. 1. Three brains, one decision-maker -- Ch. 2. The only six stimuli that speak to the old brain -- Ch. 3. The methodology: four steps to success -- Ch. 4. Step 1: diagnose the pain -- Ch. 5. Step 2: differentiate your claims -- Ch. 6. Step 3: demonstrate the gain -- Ch. 7. Step 4: deliver to the old brain -- Ch. 8. The first message building block: grabbers -- Ch. 9. Message building block #2: big picture -- Ch. 10. Message building block #3: claims -- Ch. 11. Message building block #4: proofs of gain -- Ch. 12. Message building block #5: handling objections -- Ch. 13. Message building block #6: the close -- Ch. 14. The first impact booster: wording with you -- Ch. 15. Impact booster #2: your credibility -- Ch. 16. Impact booster #3: contrast -- Ch. 17. Impact booster #4: emotion -- Ch. 18. Impact booster #5: learning styles -- Ch. 19. Impact booster #6: stories -- Ch. 20. Impact booster #7: less is more -- Conclusion: Marketing is dead; long live neuromarketing -- Selling to the old brain in everyday life.
520			_aBecause people are inundated daily by an average of 10,000 sales messages, selling is now tougher than ever. That's why you need to learn what neuroscience has uncovered that will immediately increase your selling and influencing effectiveness. Unveiling the latest brain research and revolutionary marketing practices, authors Patrick Renvoisé and Christophe Morin teach highly effective techniques to help you deliver powerful, unique, and memorable presentations that will have a major, lasting impact on potential buyers such as: - The 6 stimuli that always trigger a response - The 4 steps to align content and delivery of your message - The 6 message building blocks to address the "old brain" - The 7 powerful impact boosters to set your delivery apart from the rest. Once you know how the decision-making part of the brain works, you'll quickly begin to deliver more convincing sales presentations, close more deals, create more effective marketing strategies, and radically improve your ability to influence others.
650		0	_91358 _aNeuromarketing
650		0	_936 _aMarketing _xPsychological aspects
650		0	_93414 _aConsumers' preferences
650		0	_945 _aNeuropsychology
650		0	_9109 _aConsumers
700	1		_93415 _aMorin, Christophe
942			_2ddc _cBK