The Science of Selling: Proven Strategies to Make Your Pitch, Influence Decisions, and Close the Deal

  • 7h 52m 54s
  • David Hoffeld
  • Random House
  • 2016

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.

In this Audiobook

  • Chapter 1 - Why Sales People Underperform
  • Chapter 2 - The Two Methods of Sales Influence
  • Chapter 3 - How to Sell the Way People Buy
  • Chapter 4 - Selling to Your Buyers' Emotions
  • Chapter 5 - The Science of Asking Powerful Questions
  • Chapter 6 - Why People Buy
  • Chapter 7 - Creating Value, Neutralizing Competitors, and Overcoming Objections
  • Chapter 8 - Closing Redefined: Obtaining Strategic Commitments
  • Chapter 9 - Five Science-Based Sales Presentation Strategies
  • Chapter 10 - The Future of Selling