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The Invisible Game
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The Invisible Game
by Kai-Markus Mueller, Gabriele Rehbock
The Invisible Game
COVER
TITLE PAGE
COPYRIGHT
DEDICATION
INTRODUCTION: IT'S NEVER BEEN HARDER TO BE A SALESPERSON
Part I: Building Your Situational Awareness
Part II: Playing Defence and the Power of ‘No’
Part III: Playing Offence and the Powers of Influence
CONCLUSION: HAS IT REALLY NEVER BEEN HARDER TO BE A SALESPERSON?
EPILOGUE: SOME FINAL TAKEAWAYS FROM GABY AND KAI
ACKNOWLEDGEMENTS
ABOUT THE AUTHORS
INDEX
END USER LICENSE AGREEMENT
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COVER
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The Invisible Game
Table of Contents
COVER
TITLE PAGE
COPYRIGHT
DEDICATION
INTRODUCTION: IT'S NEVER BEEN HARDER TO BE A SALESPERSON
Why did we win?
Time is money … but not why you think it is
The Invisible Game: Where business meets neuroscience and behavioural economics
Learning to play the Invisible Game
Two more things before you get started
Notes
Part I: Building Your Situational Awareness
Notes
Chapter 1: The Forces Behind the Invisible Game
System 1 and System 2: Partners, not rivals
Notes
Chapter 2: All Sales Are Won and Lost on Illusions
The stability illusion: When the path to dinner leads to death
The success illusion: Whose game did you actually win?
Chapter 3: Controlling Illusions = Controlling the Deal
Selling to System 1: Do first impressions really matter?
Framing: Controlling the context
Quick review: Feeding System 1 and building your situational awareness
Notes
Chapter 4: Relativity and Anchoring: The Illusion of Numbers
Relativity and prices: Shifting perception through anchoring
What have we learned in Part I?
Notes
Part II: Playing Defence and the Power of ‘No’
Notes
Chapter 5: Price = Maths + Story
Notes
Chapter 6: Psyched Up or Psyched Out?
Notes
Chapter 7: Paying the Price of ‘Yes’
What
homo economicus
says about prices and discounts
Why it is so hard to say ‘no’ to discounts
Notes
Chapter 8: Overcoming the Fear of ‘No’
The science behind ‘yes’
Let's see where we stand so far
Notes
Chapter 9: Expand Your Comfort Zone
Comfort zones are real
How to make ‘No!’ your dominant response
Notes
Chapter 10: From the Buyer's Playbook: Time, Uncertainty, Fear, and Silence
How buyers play with time and timing
How buyers play with uncertainty and fear
How buyers play with silence
How buyers rewrite the rules or change the playing field
What we have learned in Part II
Notes
Part III: Playing Offence and the Powers of Influence
Chapter 11: Personal Versus Paper Power: Where's Your Leverage?
How customer transformations are changing the balance of power
The balance of personal power versus paper power
Notes
Chapter 12: What Buyers Think and How They Make Decisions
What are buyers really thinking?
Notes
Chapter 13: What Is Your Re-pricing Strategy?
The power of price increases
The power of price adjustments
Raising prices without raising prices
Notes
Chapter 14: Who Will You Anchor Today?
Chapter 15: Why Equal Things Aren't Always Equal
Notes
Chapter 16: The Power of Free and the Power of Now
The power of free
The power of now
Notes
Chapter 17: To Bundle or Not to Bundle: Is That Really the Question?
Unbundling: The ‘core’ and ‘cost’ questions
When the answer to ‘bundle or unbundle?’ is ‘both’
Notes
Chapter 18: Decoys and the Power of 3
The power of decoys
Notes
Chapter 19: The Power of the Next Small Thing
Restrict the other negotiating party's options
Surround yourself with strong allies
Controlling the mundane parts of the Visible Game
Notes
CONCLUSION: HAS IT REALLY NEVER BEEN HARDER TO BE A SALESPERSON?
Making the ideas stick
EPILOGUE: SOME FINAL TAKEAWAYS FROM GABY AND KAI
Kai's final takeaways
Gaby's final takeaways
Share your stories and questions
ACKNOWLEDGEMENTS
ABOUT THE AUTHORS
INDEX
END USER LICENSE AGREEMENT
List of Tables
Chapter 7
Table 7.1 Volume increase required to keep revenue constant after a discount...
Table 7.2 How discounts affect profit, assuming no revenue loss after a disc...
Table 7.3 Volume uplift required to keep profit constant after a discount. (...
Chapter 13
Table 13.1 What happens to profit when prices rise, but unit cost and revenu...
Table 13.2 Volume required to keep revenue, gross margin percentage, and pro...
Chapter 18
Table 18.1 The specifications and list prices for GrindKlemp's portfolio of ...
Epilogue
Table E.1 A few examples that illustrate the differences between the Visible...
List of Illustrations
Introduction
Figure I.1 Gaby breaks down a victory in the Invisible Game
Figure I.2 Kai explains the Eureka moment that helped to inspire the Invisib...
Figure I.3 An experiment with three challenges
Chapter 5
Figure 5.1 Prices are emotional triggers that are inseparable from stories. ...
Chapter 7
Figure 7.1 The Dominant Response Matrix
Figure 7.2 If your goal is to achieve the ‘feel-good’ price – the price that...
Chapter 8
Figure 8.1 What happens when you map the salespeople's view of their custome...
Chapter 9
Figure 9.1 The three steps to expanding your comfort zone and making changes...
Figure 9.2 The Dominant Response Matrix, revisited for personal challenge an...
Chapter 11
Figure 11.1 Buyers still rely on the classic A-B-C analysis to decide which ...
Figure 11.2 To support their transformation journeys, buyers search for inno...
Chapter 12
Figure 12.1 The black line indicates the data of the customer willingness-to...
Chapter 15
Figure 15.1 The famous prospect theory curve – developed by Kahneman and Tve...
Chapter 16
Figure 16.1 Hyperbolic discounting: this curve shows that people place highe...
Chapter 17
Figure 17.1 Pure bundling outperforms à la carte pricing or mixed...
Figure 17.2 A facilities management firm makes its offers more appealing and...
Chapter 18
Figure 18.1 How the addition of a third, higher-priced option to a menu boar...
Guide
Cover
Table of Contents
Title Page
Copyright
Dedication
Introduction: It's Never Been Harder to be a Salesperson
Begin Reading
Conclusion: Has it Really Never Been Harder to be a Salesperson?
Epilogue: Some Final Takeaways from Gaby and Kai
Acknowledgements
About the Authors
Index
End User License Agreement
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