The Science of Selling
Proven Strategies to Make Your Pitch, Influence Decisions, and Close the Deal
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The Science of Selling
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Narrated by:
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David Hoffeld
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By:
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David Hoffeld
About this listen
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 AudioListeners also enjoyed...
Critic reviews
“Everyone needs to sell, not just the sales professional. This book shares top selling strategies backed by scientific data on how the mind makes trust and buying decisions, so you get best practice and the proof behind what makes them so effective.” (Forbes)
“A crisp, unmissable guide.... Hoffeld's deft guidebook is a must-read for salespeople unsatisfied with anecdotal evidence and hungry for real data to improve their techniques.” (Publishers Weekly)
“A terrific book! Sales trainer David Hoffeld has built his selling methods on a solid foundation of science. Let his research-based insights into why people buy help you increase sales and retain loyal customers.” (Daniel H. Pink, best-selling author of To Sell Is Human)
What listeners say about The Science of Selling
Average customer ratingsReviews - Please select the tabs below to change the source of reviews.
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Overall4 out of 5 stars
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Performance2 out of 5 stars
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Story5 out of 5 stars
- jana al rouhban
- 10-09-19
Nice book but bad narrator
The book's topics are very interesting, but the narrator's voice is so annoying it feels like he's speaking through his nose. It was hard for me to understand many things that he was saying because of this, had to repeat multiple times to understand.
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1 person found this helpful
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Overall5 out of 5 stars
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Performance5 out of 5 stars
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Story5 out of 5 stars
- Dom
- 24-06-18
Great book
I really bealieve that this single book can help you to become successful on sales. No matter which field you are working in.
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Overall5 out of 5 stars
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Performance5 out of 5 stars
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Story5 out of 5 stars
- Amazon Customer
- 25-06-19
The best sales book....
The best sales book I have ever read - and I have read a lot!!!!! Wish I had read it sooner! Well done David Hoffeld
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Overall5 out of 5 stars
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Performance3 out of 5 stars
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Story5 out of 5 stars
- Mark
- 15-01-17
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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2 people found this helpful
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Overall4 out of 5 stars
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Performance3 out of 5 stars
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Story4 out of 5 stars
- Dalia Courridge
- 18-07-19
Good book, but terrible narrator
Really enjoyed the book, particularly the second half which offered a number of insights and tips that could be really useful. I did, however, really struggle with the narrator's voice and speech. It was difficult to stay focused and I found I kept switching off and getting easily distracted. If someone easier to understand read the book it would probably get 5 stars as the content was good.
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1 person found this helpful
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Overall5 out of 5 stars
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Performance4 out of 5 stars
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Story5 out of 5 stars
- Laura Warburton
- 12-09-24
Great sales book- no fluff, just easy to digest practical advice
Great book for those who want an into to sales or to brush up their sales skills
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