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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.
©2016 David Hoffeld (P)2016 Penguin Audio
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Customer Reviews

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By Devon L. on 01-21-17

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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6 of 6 people found this review helpful


By Steven Armsrong on 05-08-17

Excellent

What a pleasure it was to read/listen to this book. Sales professionals always want to know the "why" of how to appeal to the buyer. Whether this is all new strategies or a fantastic must read application of existing behavioral science realities with art of selling i know of no other text that is more comprehensive and fact based guide to being a better you.

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3 of 3 people found this review helpful

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By Mark on 01-15-17

Excellent sales book.

Really liked this book. Well structured and presented ideas and techniques that can be easily implemented. It's a shame about Hoffeld's nasally voice.

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1 of 1 people found this review helpful

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Customer Reviews

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By Anonymous User on 11-26-17

liked the book and content

I found it difficult to listen to. good content but the presentation style did detract from the message a bit. that is a personal comment however

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