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  • 1
    Online Resource
    Online Resource
    Carpenteria, CA : linkedin.com
    Pages: 1 Online-Ressource (Laufzeit: 00:48:59.00)
    Description / Table of Contents: Successful persuasion can seem like a matter of charisma, luck, or timing, but neuroscience reveals that there are reliable, successful approaches to persuasion that can be used by anyone. In this course, you’ll learn about the science behind persuasion, and explore how to develop more effective marketing and sales messages using the pain-claim-gain framework. Author Patrick Renvoise starts by explaining the dual nature of the human brain—rational and primal—and shares why most sales and marketing messages fail. He then reveals a step-by-step process to stimulate the primal brain of your audience. Patrick’s scientific approach to selling has helped many people become more effective at persuasion and close more sales.
    Note: Latest version of the following browsers: Chrome, Safari, Firefox, or Internet Explorer. Adobe Flash Player Plugin. JavaScript and cookies must be enabled. A broadband Internet connection.
    Language: English
    Location Call Number Limitation Availability
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  • 2
    Book
    Book
    Paris : Solar
    Pages: 156 S. , zahlr. Ill., Kt.
    ISBN: 2263005218
    Language: French
    Subjects: Romance Studies
    RVK:
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  • 3
    Book
    Book
    Pages: getr. Pag. (ca. 127 S.)
    Note: Paris, Univ. VI, Thèse Sc. Informatique 1974
    Language: Undetermined
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  • 4
    E-Resource
    E-Resource
    Hoboken, New Jersey : Wiley | Ann Arbor, Michigan : ProQuest
    Pages: 1 Online-Ressource (xx, 332 Seiten)
    ISBN: 9781119440758
    Note: Description based on print version record
    Language: English
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  • 5
    E-Resource
    E-Resource
    Hoboken : Wiley
    Pages: 1 Online-Ressource (355 pages)
    ISBN: 9781119440758 , 9781119440765 , 9781119440703
    Parallel Title: Erscheint auch als
    Language: English
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  • 6
    Book
    Book
    Nashville, Tenn. [u.a.] : Nelson
    Pages: XII, 243 S. , Ill., graph. Darst. , 24 cm
    Edition: Rev. and updated
    ISBN: 9780785226802 , 9781595551351
    Description / Table of Contents: Three brains, one decision-maker -- The only six stimuli that speak to the old brain -- The methodology: four steps to success -- Step 1: diagnose the pain -- Step 2: differentiate your claims -- Step 3: demonstrate the gain -- Step 4: deliver to the old brain -- The first message building block: grabbers -- Message building block #2: big picture -- Message building block #3: claims -- Message building block #4: proofs of gain -- Message building block #5: handling objections -- Message building block #6: the close -- The first impact booster: wording with you -- Impact booster #2: your credibility -- Impact booster #3: contrast -- Impact booster #4: emotion -- Impact booster #5: learning styles -- Impact booster #6: stories -- Impact booster #7: less is more -- Marketing is dead, long live neuromarketing -- Handbook: selling to the old brain 101 -- Brainpower: quick review of concepts
    Note: Rev. ed. of the English ed. with title: Neuromarketing. 2002-2005. - An earlier English ed. also published with title: Selling to the old brain. 2002-2003 , Three brains, one decision-maker -- The only six stimuli that speak to the old brain -- The methodology: four steps to success -- Step 1: diagnose the pain -- Step 2: differentiate your claims -- Step 3: demonstrate the gain -- Step 4: deliver to the old brain -- The first message building block: grabbers -- Message building block #2: big picture -- Message building block #3: claims -- Message building block #4: proofs of gain -- Message building block #5: handling objections -- Message building block #6: the close -- The first impact booster: wording with you -- Impact booster #2: your credibility -- Impact booster #3: contrast -- Impact booster #4: emotion -- Impact booster #5: learning styles -- Impact booster #6: stories -- Impact booster #7: less is more -- Marketing is dead, long live neuromarketing -- Handbook: selling to the old brain 101 -- Brainpower: quick review of concepts
    Former Title: Früher u.d.T. Selling to the old brain
    Language: English
    Subjects: Economics
    RVK:
    Keywords: Marketing ; Hirnforschung
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  • 7
    Online Resource
    Online Resource
    Newark : John Wiley & Sons, Incorporated
    Pages: 1 online resource (355 pages)
    ISBN: 9781119440758 , 9781119440703
    Description / Table of Contents: Cover -- Title Page -- Copyright -- Contents -- Acknowledgments -- About the Authors -- Why Read This Book? -- Introduction -- Is Neuromarketing a Complicated Field? -- Will Neuromarketing Reveal Flaws of Prior Campaigns? -- Can Creative and Persuasion Science Mix? -- Why are Marketers Addicted to Web Analytics? -- Why You Will Love a Brain-Based Persuasion Model -- Part I Decoding Persuasion Science -- Chapter 1 Why Is Neuromarketing a Game Changer? -- What Neuromarketing Can Tell You Other Methods Cannot -- What to Remember -- Chapter 2 The Neuroscience of Persuasion -- Attention, Emotions, and Decisions in the Brain -- The Neuromarketing Research Matrix -- What to Remember -- Part II Decoding Persuasion Theory -- Chapter 3 NeuroMap: A Brain-Based Persuasion Theory -- Popular Persuasion Theories -- SalesBrain's Model of Primal Dominance: NeuroMap -- What to Remember -- Chapter 4 Applying Six Stimuli to Persuade the Primal Brain -- Personal -- Contrastable -- Tangible -- Memorable -- Visual -- Emotional -- Integrating the Six Stimuli -- What to Remember -- Part III Decoding Your Persuasive Narrative -- Chapter 5 Diagnose the Pain -- Why Pains Drive Buying Behavior -- An Integrated View of Decision Drivers -- Pain Case Studies -- What to Remember -- Chapter 6 Differentiate Your Claims -- Well-Known Claims -- How to Select Your Claims -- Claims Examples from SalesBrain Customers -- The Connection Between Brand and Claims -- Why Limit Yourself to Three Short Claims? -- Why Wordsmith Your Claims? -- What to Remember -- Chapter 7 Demonstrate the Gain -- The Science of Gain Computation in the Brain -- Memory and Gain Evaluation -- Your Value Proposition -- The Three Types of Value -- The Four Types of Proof -- The Cost -- The Gain Equation -- What to Remember -- Chapter 8 Deliver to the Primal Brain -- Six Persuasion Elements -- Grabbers.
    Description / Table of Contents: Your Claims -- Big Pictures -- Proofs of Gain -- Objection Reframe -- Closing -- Seven Persuasion Catalysts -- Word with "You -- Tell Stories -- Be Credible -- Apply Contrast -- Vary Teaching Modalities -- Trigger Emotions -- Aim for Less -- What to Remember -- Conclusion -- Appendix: NeuroMap Simplified NeuroScoring Tool -- Neuroscoring Stimuli -- Using Neuroquadrants -- References -- Index -- EULA
    Note: Description based on publisher supplied metadata and other sources
    Parallel Title: Erscheint auch als Morin, Christophe The persuasion code
    Parallel Title: Erscheint auch als Morin, Christophe The persuasion code
    Language: English
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  • 8
    Book
    Book
    Hoboken, New Jersey : Wiley
    Pages: xx, 332 Seiten , Illustrationen, Diagramme
    ISBN: 9781119440703 , 9781119440758
    Note: Literaturverzeichnis: Seite 297-316 und Index
    Parallel Title: Erscheint auch als Morin, Christophe, 1969 - The Persuasion Code
    Language: English
    Keywords: Neuromarketing ; Beeinflussung
    URL: Cover
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  • 9
    Book
    Book
    Nashville, Tenn. : Nelson
    Pages: XII, 243 S. , ill. , 24 cm
    Edition: [rev. and updated]
    ISBN: 078522680X , 9780785226802
    Note: Rev. ed. of the English ed. with title: Neuromarketing. 2002-2005. -- An earlier English ed. also published with title: Selling to the old brain. 2002-2003. , Includes bibliographical references (p. 237-239)
    Language: English
    Subjects: Economics
    RVK:
    Keywords: Neuromarketing
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  • 10
    Book
    Book
    Nashville, Tenn. [u.a.] : Nelson
    Pages: XII, 243 S. , Ill., graph. Darst. , 24 cm
    Edition: Rev. and updated
    ISBN: 9780785226802 , 9781595551351
    Description / Table of Contents: Three brains, one decision-maker -- The only six stimuli that speak to the old brain -- The methodology: four steps to success -- Step 1: diagnose the pain -- Step 2: differentiate your claims -- Step 3: demonstrate the gain -- Step 4: deliver to the old brain -- The first message building block: grabbers -- Message building block #2: big picture -- Message building block #3: claims -- Message building block #4: proofs of gain -- Message building block #5: handling objections -- Message building block #6: the close -- The first impact booster: wording with you -- Impact booster #2: your credibility -- Impact booster #3: contrast -- Impact booster #4: emotion -- Impact booster #5: learning styles -- Impact booster #6: stories -- Impact booster #7: less is more -- Marketing is dead, long live neuromarketing -- Handbook: selling to the old brain 101 -- Brainpower: quick review of concepts
    Note: Rev. ed. of the English ed. with title: Neuromarketing. 2002-2005. - An earlier English ed. also published with title: Selling to the old brain. 2002-2003 , Three brains, one decision-maker -- The only six stimuli that speak to the old brain -- The methodology: four steps to success -- Step 1: diagnose the pain -- Step 2: differentiate your claims -- Step 3: demonstrate the gain -- Step 4: deliver to the old brain -- The first message building block: grabbers -- Message building block #2: big picture -- Message building block #3: claims -- Message building block #4: proofs of gain -- Message building block #5: handling objections -- Message building block #6: the close -- The first impact booster: wording with you -- Impact booster #2: your credibility -- Impact booster #3: contrast -- Impact booster #4: emotion -- Impact booster #5: learning styles -- Impact booster #6: stories -- Impact booster #7: less is more -- Marketing is dead, long live neuromarketing -- Handbook: selling to the old brain 101 -- Brainpower: quick review of concepts
    Former Title: Früher u.d.T. Selling to the old brain
    Language: English
    Subjects: Economics
    RVK:
    Keywords: Marketing ; Hirnforschung
    Location Call Number Limitation Availability
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