The Science of Selling
Proven Strategies to Make Your Pitch, Influence Decisions, and Close the Deal
About the book
Research from social psychology, neuroscience and behavioral economics is the basis of the selling method laid out by David Hoffeld, a sales researcher and trainer who runs Hoffeld Group. He notes that nearly half of salespeople miss their quotas every year and proposes aligning sales with the way the brain arrives at buying decisions. Hoffeld contrasts this evidence-based approach with sales advice that rests on anecdote. The book covers engaging buyers' emotions, asking questions that fit how people disclose information, securing small commitments on the way to a sale, and limiting the influence of competitors. It also explains how to find the root causes of objections and guide buyers through the mental steps of a purchase.
Selling Power chief executive Gerhard Gschwandtner praised it for grounding every chapter in science. Trust Edge Leadership Institute chief executive David Horsager called it highly usable and said he had given it to his sales team.
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This book has 5 recommendations
Gerhard Gschwandtner (CEO/Selling Power)
This book is a breath of fresh air. While most sales books are based on the author's experience, every chapter in this superbly well-written book is rooted in science.
David Horsager (CEO/Trust Edge Leadership Institute)
Can science and selling come together? YES, and in a powerful way—just read this book! The Science of Selling is as good as it gets—fantastic and really usable. I have already given it to my sales team to read.”
Donna Serdula (Founder/Vision Board Media)
Many believe that sales is just a numbers game, but David Hoffeld has proven that there is actually a science to it [and] that selling is a skill that can be developed and perfected. A fascinating book.
Mary Poul (Founder/Sales Mastery Magazine)
Following on from the science behind selling that Dan Pink introduced in To Sell Is Human, Hoffeld dives deeper into how to use scientifically-proven ways to build rapport, influence with ease, and pass through the skepticism that’s inherent in the selling process. If you believe successful sales pros are made and not born, this book was written for you.
John Golden (CSO/Pipelinersales)
A tour de force of scientific research spanning a whole range of critical selling behaviors…. This book has done the hard work of identifying what they are and explaining clearly where to focus and how to adopt them. I highly recommend this book to anyone interested in sales success both now and in the future.
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Gerhard Gschwandtner, David Horsager, Donna Serdula, Mary Poul, John Golden