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The Science of Selling
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  • Published: 22 February 2022
  • ISBN: 9780143129332
  • Imprint: Tarcher
  • Format: Paperback
  • Pages: 288
  • RRP: $39.99
Categories:

The Science of Selling

Proven Strategies to Make Your Pitch, Influence Decisions, and Close the Deal

Formats & editions
EBook
15 Nov 2016
Audiobook
15 Nov 2016
Paperback
22 Feb 2022
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The revolutionary sales approach scientifically proven to dramatically improve your sales and business success

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
  • Published: 22 February 2022
  • ISBN: 9780143129332
  • Imprint: Tarcher
  • Format: Paperback
  • Pages: 288
  • RRP: $39.99
Categories:

About the author

David Hoffeld

David Hoffeld is the CEO and chief sales trainer at Hoffeld Group, one of the nation’s top research-backed sales training and consulting firms, and author of the best-selling book The Science of Selling. A sought-after sales thought leader and speaker, Hoffeld has worked with clients ranging from small and medium businesses to Fortune 500 companies. Because of the results his insights generate, Hoffeld has lectured at Harvard Business School and has been featured in Fortune, U.S. News & World Report, The Wall Street Journal, Fast Company, Harvard Business Review, Investor’s Business Daily, Inc., Forbes, CBS Radio, and more.
 
portrait photo of David Hoffeld

Praise for The Science of Selling

  • "A terrific book! Let Hoffeld's research-based insights...help you increase sales and retain loyal customers." --Daniel H. Pink, bestselling author of To Sell Is Human
  • "A crisp, unmissable guide.... A must-read for salespeople unsatisfied with anecdotal evidence and hungry for real data to improve their techniques." --PW