The Revolutionary Sales Approach Scientifically Proven to Dramatically Improve Your Sales and Business Success
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.
**Named one of The 20 Most Highly-Rated Sales Books of All Time by HubSpot
Customer ReviewsSee All
Good tactics, circuitously written, over-inflected
This book suffers from a couple problems.
For one, it's too agnostic about its audience. Is it trying to educate executives about a paradigm shift in sales? Is it for sales people honing their craft? If it's "both", that means the book is burdened with passages that are meaningless to one audience or the other.
As an audiobook, the reading is also over-inflected, as if each sentence is its own revelation. It slows down the pace, and deemphasizes any actual revelations. (When everything is important, nothing is important.)
Lastly, concepts are not organized with much sense or discipline, which makes it difficult to remember or group any insights. In a chapter on closing, the point meanders between closing itself, openings, and a host of other tactical insights not related to closing exclusively. If the author's point is that "opening is closing", then just don't have a chapter on closing. Give us another structure that does have meaning.
The specific insights offered in this book are pretty good. But they're too wrapped in a slow-paced, confusing structure to feel impactful or be very memorable.
Sorry get another reader for book maybe a woman
One star for effort
Beware: Nasal Voice
The content of this book is interesting. Whoever allowed the author to record it in his own voice should be fired.