The Science of Selling

  • by David Hoffeld
  • Narrated by David Hoffeld
  • 7 hrs and 57 mins
  • Unabridged Audiobook

Publisher's Summary

The revolutionary sales approach scientifically proven to dramatically improve your sales and business success.
Did you know that nearly half of salespeople fail to meet their quotas every year? Or that many of the most common sales behaviors drive down sales performance? In 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 more 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.


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Customer Reviews

Most Helpful

Best Sales Book I've Read

Would you listen to The Science of Selling again? Why?

It is packed with ideas that are scientifically proven and can be used on real sales calls. I've already begun using the ideas and my results are improving. Everything about it is 5 star!

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- Devon L.

A Must read if you make a living selling

I have been in commercial insurance sales for 25 years. Have read a dozen or more books on the subject and I can tell you this cuts through the head trash. It is easy to implement and very natural to apply!
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- M.

Book Details

  • Release Date: 11-15-2016
  • Publisher: Penguin Audio