Winning Orders with the Brain: Whole-Brain Strategy in Sales

Author: Sun Luhong
Publisher:
Publish Date: 2006-01-01
Features: This item is a pre-order product, and all items in your order will be shipped around November 24. It is especially suitable for sales environments dominated by Chinese interpersonal relationships, revealing the five-year tracking research results of the top 100 sales consultants in China.
· You just met a very promising customer, but the customer says, "Our supplier is excellent," and "We don’t need your product for now." The sales process hasn’t even started, and you’re already at a cliff.
· After long-term contact, the customer is satisfied with your product and even looks forward to using it, but they never mention placing an order. You feel powerless.
· A long-term client suddenly proposes, "We’ve been working together for so many years, can’t we just change this term?" You’re suddenly flustered.
· "If you reduce the price by 1 point, I’ll sign," or "If you agree to this price, I sign now." With no room for negotiation, you lose the order. Efforts go in vain—was it the customer’s fault? Customers never make mistakes. Was it your fault? You’ve met all their demands. Where did it go wrong? Why can the top salespeople in "Brain-Based Sales" close deals effortlessly and smoothly? What sets them apart?
Sun Luhong has been our marketing consultant and full-time lecturer at Skyworth Group for three years. His theoretical views and marketing concepts have been continuously published in Skyworth Marketing. It can be said that employees from grassroots to top management at Skyworth grew up listening to Sun’s lectures. Skyworth’s rapid development in recent years is also partly due to Sun’s theoretical guidance.
—Wang Dasong, Dean of Skyworth Marketing Academy
Why do some salespeople, after completely copying our recommended success experiences, find themselves powerless and ineffective in front of their clients, while others, no matter how the customer changes, remain calm and composed? This long-standing puzzle is solved in Sun Luhong’s Whole-Brain Sales Theory—it’s precisely those one-sided brain-based sales behaviors that turn all efforts into wasted time. This marketing theory is far more valuable than just cleansing the behavior patterns of frontline salespeople; it also offers significant insights for managers in selecting and deploying their sales teams!
—Yao Qi, Vice President of Sinopec Lubricating Oil Group
This is the most original book I’ve ever read about improving sales performance.
—Cao Hu, China Regional President of the Kotler Marketing Group
Creative and thoughtful, a must-read for every salesperson in the 21st century.
—Milton Kotler, President of the Kotler Marketing Group
· It will completely change your sales mindset.
· It will give you unbeatable, skillful, and effortless sales techniques.
· It will help you handle any customer objection with ease.
· It will take you to the pinnacle of sales success.
The conclusion to achieving unparalleled sales success must be remembered:
Conclusion 1: Decision-making uses the left brain but is heavily influenced by the right brain.
Conclusion 2: The left brain considers benefits, while the right brain considers costs; the left brain considers value, while the right brain considers price.
Conclusion 3: Potential customers use the right brain to recognize salespeople and the left brain to build trust.
Conclusion 4: In face-to-face interactions without prior preparation, the majority use the right brain.
Conclusion 10: The left brain is for deep thinking, while the right brain is for on-the-spot performance.
Conclusion 11: People excel at using the right brain for quick responses and the left brain for cautious decisions.
Conclusion 12: Skills are based on the left brain but expressed through the right brain.