{"product_id":"ghosts-in-the-machine-overcoming-decision-making-bias-in-the-sales-cycle-with-behavioral-science-paperback","title":"Ghosts in the Machine: Overcoming Decision-Making Bias in the Sales Cycle with Behavioral Science - Paperback","description":"\u003cdiv\u003e\u003cp style=\"text-align: right;\"\u003e\u003ca href=\"https:\/\/reportcopyrightinfringement.com\/\" target=\"_blank\" rel=\"nofollow\"\u003e\u003cb\u003eReport copyright infringement\u003c\/b\u003e\u003c\/a\u003e\u003c\/p\u003e\u003c\/div\u003e\u003cp\u003eby \u003cb\u003eRyan Voeltz\u003c\/b\u003e (Author)\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003eSales is hard. Fortunately, there is something you can do to make it easier: accept, understand, and embrace human irrationality.\u003c\/p\u003e\u003cp\u003e\u003cbr\u003e\u003c\/p\u003e\u003cp\u003ePretty much every part of the sales process-from prospecting all the way through closing-has been thoroughly dissected in countless books and training programs. Every part, that is, except the impact of human irrationality on all of it. Appreciating irrationality in decision-making throughout the sales cycle remains a blind spot for most salespeople. It also represents a huge opportunity.\u003c\/p\u003e\u003cp\u003e\u003cbr\u003e\u003c\/p\u003e\u003cp\u003eBy 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.\u003c\/p\u003e\u003cp\u003e\u003cbr\u003e\u003c\/p\u003e\u003cp\u003eIf 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.\u003c\/p\u003e\u003cp\u003e\u003cbr\u003e\u003c\/p\u003e\u003cp\u003eIn these pages you will discover why...\u003c\/p\u003e\u003cul\u003e\n\u003cli\u003eSalespeople make prospecting harder than it already is\u003c\/li\u003e\n\u003cli\u003eProfessional relationships are not built rationally\u003c\/li\u003e\n\u003cli\u003ePeople are too afraid and too distracted to think about changing \u003c\/li\u003e\n\u003cli\u003eNegotiating is not the game you think it is\u003c\/li\u003e\n\u003cli\u003eSalespeople are meant to be heroes\u003c\/li\u003e\n\u003c\/ul\u003e\u003cp\u003e\u003cbr\u003e\u003c\/p\u003e\u003cp\u003eGhosts in the Machine is not an attempt to recreate the sales wheel. The guidance provided in these pages will work alongside your preferred go-to-market sales methodology, whatever it may be. By applying behavioral science concepts and principles to the sales cycle in a systematic and holistic way, author Ryan Voeltz gives you a better understanding of the human beings you are communicating with and the hidden drivers behind the sometimes irrational decisions they make, decreasing their resistance to you and increasing your effectiveness selling to them.\u003c\/p\u003e\u003cp\u003e\u003cbr\u003e\u003c\/p\u003e\n            \u003cdiv\u003e\n\u003cstrong\u003eNumber of Pages:\u003c\/strong\u003e 310\u003c\/div\u003e\n            \u003cdiv\u003e\n\u003cstrong\u003eDimensions:\u003c\/strong\u003e 0.65 x 8.5 x 5.5 IN\u003c\/div\u003e\n            \u003cdiv\u003e\n\u003cstrong\u003ePublication Date:\u003c\/strong\u003e September 15, 2021\u003c\/div\u003e\n            ","brand":"BooksCloud","offers":[{"title":"Default Title","offer_id":52344367972626,"sku":"9781737351511","price":18.34,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0941\/2211\/5346\/files\/J3Y6ytJSj49781737351511.webp?v=1780635530","url":"https:\/\/ckbookstore.net\/products\/ghosts-in-the-machine-overcoming-decision-making-bias-in-the-sales-cycle-with-behavioral-science-paperback","provider":"CK BOOKSTORE","version":"1.0","type":"link"}