!!> KINDLE ➛ The Science of Selling: Proven Strategies to Make Your Pitch, Influence Decisions, and Close the Deal ❥ Author David Hoffeld – Capitalsoftworks.co.uk

The Science of Selling: Proven Strategies to Make Your Pitch, Influence Decisions, and Close the Deal The Revolutionary Sales Approach Scientifically Proven To Dramatically Improve Your Sales And Business SuccessIn Today S Fiercely Competitive Marketplace You Can T Afford To Lose Sales That Should Be Yours But With So Much Conflicting Advice From Self Proclaimed Gurus, How Do You Know Which Sales Strategies Actually Work Leading Sales Trainer, Researcher And CEO Of Hoffeld Group, David Hoffeld, Has The Answer Blending Cutting Edge Research In Social Psychology, Neuroscience, And Behavioral Economics,The Science Of Selling Shows You How To Align The Way You Sell With How Our Brains Naturally Form Buying Decisions, Dramatically Increasing Your Ability To Earn Sales Unlike Other Sales Books, Which Primarily Rely On Anecdotal Evidence And Unproven Advice, Hoffeld S Evidence Based Approach Connects The Dots Between Science And Situations Salespeople And Business Leaders Face Every Day To Help You Consistently Succeed, Including Proven Ways To Engage Buyers Emotions To Increase Their Receptiveness To You And Your Ideas Ask Questions That Line Up With How The Brain Discloses Information Lock In The Incremental Commitments That Lead To A Sale Create Positive Influence And Reduce The Sway Of Competitors Discover The Underlying Causes Of Objections And Neutralize Them Guide Buyers Through The Necessary Mental Steps To Make Purchasing Decisions Packed With Advice And Anecdotes, The Science Of Selling Is An Essential Resource For Anyone Looking To Succeed In Today S Cutthroat Selling Environment, Advance Their Business Goals, Or Boost Their Ability To Influence Others

10 thoughts on “The Science of Selling: Proven Strategies to Make Your Pitch, Influence Decisions, and Close the Deal

  1. says:

    Great and long overdue book The integration of psychological research and real world examples is compelling I am a social psychologist so I knew most of the research described in the book already, but Hoffeld takes the academic and makes it actionable I especially liked the sections about the value of training and the use of questions Readable, entertaining, and practical an excellent resource and not just for sales people.

  2. says:

    1 There is two routes of influence, one is outside the actual message, the second is within the actual message 2 Outside of the message are different heuristics mental shortcuts that people use as a rule of thumb without thinking, here they are A Single option aversionWhen people are presented only with one option they feel itrisky, so they calculate the riskResearch shows people are buyingwhen they have options B Asymmetric dominance effectOne of the options should be 1 There is two routes of influence, one is outside the actual message, the second is within the actual message 2 Outside of the message are different heuristics mental shortcuts that people use as a rule of thumb without thinking, here they are A Single option aversionWhen people are presented only with one option they feel itrisky, so they calculate the riskResearch shows people are buyingwhen they have options B Asymmetric dominance effectOne of the options should be a decoy similar but a little worse, which makes it simpler for people to be attracted to the better option and choose it C Likability Find something that you appreciate in the customer and communicate genuinely your liking to it, and they ll naturally like you in return D Social proofPeople being influenced by the knowing seeing that other people are buying doing it think standing ovation Use words like so many people or most people in your situation 3 It comes down to certain commitments the client is making during the sales process according the 6 Why s, with certain emotions Commitment to the 6 Why s positive emotional state positive buying decision 4 Every objection is rooted in a one of the 6 Why s, so if you have the answers to all of those Why s your assured to make the sale Here they are 1 Why change2 Why now3 Why your industry solution4 Why you and your company5 Why your product or service6 Why spend the moneyRemember, whenever you are asking a person to spend with you money, he s taking away this money from somewhere else, so you gotta make sure he s motivated to give it to you instead And that is by identifying the dominant buying motive, which is one of the above.5 The collective experience of emotions emotional state, impacts a persons thoughts and decisions The first thing to identify their emotional state is by identifying nonverbal communication gestures, tone of voice, rate of speech, body movements, facial expressions, touch and eye contact.6 It all comes down to questions, and that needs to be according to how the brain processes things It works in layers, here they are, ask A About thoughts, facts, behaviors, situations.B Explanations and assessmentsC Fear of loss or desire for gain7 There are different ways of handling objections A Identify it quickly.B Monitor the emotional state.C Follow the objection handling process Soften it Isolate it, zoom in if there s any others Identify the root one of the 6 whys Answer it evidence story Gain commitment8 Sales presentation strategies A Show less, only show the needed info.B Anchoring.C Mirroring posture, gesture, speech rate, words.D Speak and show pictures.E Stories no unnecessary details, characters similar to buyers, compelling intro, let characters speak, clear conclusion, singular point

  3. says:

    This is a great book to give to junior members of a sales team and a good book to give as a refresher toexperienced members who are stuck in the status quo The Science of Selling does a good job of aggregating the most applicable concepts from behavioral economics Khaneman Thaler , psychology mindset Dweck , and good old sales blocking and tackling concepts While I was slightly disappointed that I did not find much unique insight, the core concepts presented in the book can and do dr This is a great book to give to junior members of a sales team and a good book to give as a refresher toexperienced members who are stuck in the status quo The Science of Selling does a good job of aggregating the most applicable concepts from behavioral economics Khaneman Thaler , psychology mindset Dweck , and good old sales blocking and tackling concepts While I was slightly disappointed that I did not find much unique insight, the core concepts presented in the book can and do drive significant improvement within any sales organization when applied with purpose

  4. says:

    The beginning dragged on for me and felt like the slightly modified sales version of Cialdini s book, Influence But I m glad I stuck it out the second half was super useful and gave me a lot of ideas for how to improve the sales process for my business A lot of the ideas were familiar to me, after going through Groupon s sales training but what we didn t really explore in that role was the why behind why some tactics work This book closed the gap for me and reinforced what I learned at The beginning dragged on for me and felt like the slightly modified sales version of Cialdini s book, Influence But I m glad I stuck it out the second half was super useful and gave me a lot of ideas for how to improve the sales process for my business A lot of the ideas were familiar to me, after going through Groupon s sales training but what we didn t really explore in that role was the why behind why some tactics work This book closed the gap for me and reinforced what I learned at this past sales job

  5. says:

    No matter what your walk in life is, at some point you will have to sell Whether convincing your boss about promoting you, getting your family to go on your dream vacation, having someone marry you, they all involve the dynamics of selling Yet it is almost impossible to find an undergraduate or graduate degree that takes selling seriously and makes courses available I would have loved to trade in a couple of my MBA courses for learningabout selling.This book avoids all the typical selli No matter what your walk in life is, at some point you will have to sell Whether convincing your boss about promoting you, getting your family to go on your dream vacation, having someone marry you, they all involve the dynamics of selling Yet it is almost impossible to find an undergraduate or graduate degree that takes selling seriously and makes courses available I would have loved to trade in a couple of my MBA courses for learningabout selling.This book avoids all the typical selling cliches get people to like you, start with a smile, etc and gets down to explaining how the buyer s brain works and how to use that to facilitate selling It is the first book on selling which I ve found incorporates the findings of behavioral science to improve selling results If you care about selling, and you should, you shouldn t miss it

  6. says:

    Great easy to read sales basics in one book Plus the 6 whys very powerful concept Great easy to read sales basics in one book Plus the 6 whys very powerful concept

  7. says:

    In high school, my computer science teacher of all people assigned us to read How to Win Friends and Influence People At the time I wasn t sure why As an adult I can see that there are definitely practical reasons to study influence, especially in sales, and this book by David Hoffeld is the right book on the topic for today I was impressed by how thoroughly he backs up his claims with citations from quality publications, ranging from Harvard Business Review to a number of academic journals In high school, my computer science teacher of all people assigned us to read How to Win Friends and Influence People At the time I wasn t sure why As an adult I can see that there are definitely practical reasons to study influence, especially in sales, and this book by David Hoffeld is the right book on the topic for today I was impressed by how thoroughly he backs up his claims with citations from quality publications, ranging from Harvard Business Review to a number of academic journals in organizational and behavioral psychology Not a salesperson myself, I feel like I getfrom reading some of the less applied source texts, like Thinking, Fast and Slow But if you are in the field or adjacent fields that require persuasion, such as politics it is well worth a read

  8. says:

    3.5 StarsReally interesting concepts talked about in this book I haven t been formally trained in sales but much of this book was easy to digest I was able to think through my sales process And adapt the principles taught We ll have to wait and see if it yeads the same result as stated in the book It was a pretty fast read The major take away was that when approaching sales you need to do so with the buyers decision making process in mind Rather than, waking them through a pre conceived f 3.5 StarsReally interesting concepts talked about in this book I haven t been formally trained in sales but much of this book was easy to digest I was able to think through my sales process And adapt the principles taught We ll have to wait and see if it yeads the same result as stated in the book It was a pretty fast read The major take away was that when approaching sales you need to do so with the buyers decision making process in mind Rather than, waking them through a pre conceived formula This can be don by truly listening and responding accordingly There was a lot of references to scientific and psychological studies Well referenced.Enjoy

  9. says:

    This is what happens when a academic tries to write about something he has never done in his life but feels that because he is a academic to have a valid approach David doesn t he shows a very very shallow knowledge of science and clearly falls victim himself to something called selective bias .Overall the content isn t bad but the author is acharlatan.

  10. says:

    Impressive sales book avoids most of the rah rah of other sales books, and incorporates a lot of the quite good contemporary primary research on buying behavior.I was a little turned off by the several attempts to brand frameworks ideas The Six Whys tm and a few of the ideas were actually under supported Otherwise very interesting addition to the discussion of selling.

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