WHY YOU MUST READ THIS BOOK!
Once you understand and appreciate the ghosts in the machine that have the greatest impact on decision-making, you will be able to consistently tip the decision-making scales in your favor, enabling you to efficiently and effectively uncover new opportunities, establish and build better relationships, affect change, negotiate better deals, and create a sustainable sales growth engine.
GHOSTS IN THE MACHINE
Overcoming Decision-Making Bias in the Sales Cycle with Behavioral Science
Leveraging insights from behavioral science, Ghosts in the Machine unpacks the common challenges salespeople encounter at each phase in the sales cycle. Instead of promising secrets and shortcuts for success, this book will help you understand the behavioral drivers behind the challenges you face and why they persist. Value that comes from secrets and shortcuts is fleeting; value that comes from understanding why has staying power.
If you came here to discover the secrets or shortcuts to being a successful salesperson you have come to the wrong place. This is not that kinda book. This is a why book.
In these pages you will discover why...
Salespeople make prospecting harder than it already is
Professional relationships are not built rationally
People are too afraid and too distracted to think about changing
Negotiating is not the game you think it is
Salespeople are meant to be heroes
Ghosts in the Machine is not an attempt to recreate the sales wheel. By applying behavioral science concepts and principles in a systematic and holistic way, the guidance in this book will work alongside your preferred go-to-market sales methodology to help you better understand the human beings you are communicating with, deal with their resistance to you, and increase your effectiveness selling to them.