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
Sales is due for a revolution a revolution of data and scientifically backed methods, says Hoffeld, CEO of the Hoffeld Group consulting firm, in this crisp, unmissable guide. He observes that one out of every nine employees in the United States works in a sales-focused role, and yet sales training is woefully out of date, never having been sufficiently adapted to the Internet age. Salespeople tend to rely on their individual experience, rather than factual evidence or research-based data. As a result, customers remain a mystery to salespeople. Meanwhile, thanks to the Internet, customers are now more informed about products than they've ever been, and salespeople are left at a distinct disadvantage. Hoffeld describes embarking on a nearly 10-year-long research project, applying stringent data to sales techniques. Influence, he discovered, is the "foundation of selling," and everyone, not just professional salespeople, can benefit by applying the "science of influence" to their efforts. The main focus is not on how salespeople sell but on how customers buy and make decisions. Hoffeld's deft guidebook is a must-read for salespeople unsatisfied with anecdotal data and hungry for real data to improve their techniques.