The Science of Selling

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

By: David Hoffeld

Narrated by: David Hoffeld

Length: 7 hrs and 52 mins

Publisher's summary

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 Audio

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)

Best Sales Book I've Read

Would you listen to The Science of Selling again? Why?

It is packed with ideas that are scientifically proven and can be used on real sales calls. I've already begun using the ideas and my results are improving. Everything about it is 5 star!

It took way to long to finish this book

The content of the book is five stars. However, the author reading this book was not entertaining at all. I fell asleep listening to David (the author) read his book multiple times. I was very disappointed with this aspect of the audiobook. A professional narrator should rerecord this audiobook.

Narrator made it impossible to finish

The book sounded like it had good information but it’s like pulling teeth to get through it. The biggest issue is this narrator has one of the worst voice to listen to. Almost finished but had to stop. Couldn’t finish.

las ideas y aportes son geniales

las ideas y aportes son geniales, creo que le hubiera dado más efectividad más profundidad sobre los tips

Good information Narrator hard to listen to

This is very informative. Will need to listen to 2times to let soak in good. But a lot of good thoughtful information. A new up to date way a dealing with sales in our ever changing world. The only negative is that the narrator is very difficult to listen to.

Great book, should have hired a professional narrator

Great book, recommended. Would have been better if we had an outline of the contents so we can go back and review sections easily, in this book chapters are the only numbered. For example, if I want to review the 6 whys, I have to scan and or whole sections.

Horrendous recording!

The good thing for the author is I am going to buy the kindle version because the content seems great. With that said, I could not listen to the recording any longer. Should record again by professional actor.

Some good stuff, but...

...not quite as groundbreaking as the title suggests. There seems to be important information missing, such as profiling exactly who your customer is. Decent read, but I think supporting material should be used to become more astute at salesmanship.

Loaded with facts, not practically

I was disappointed with this title. It goes in depth on scientific research associated with selling, but offers very little practical advice. Some may find it useful, but I found nothing substantial to aide in my present sales situation.

A Must read if you make a living selling

I have been in commercial insurance sales for 25 years. Have read a dozen or more books on the subject and I can tell you this cuts through the head trash. It is easy to implement and very natural to apply!