David Hoffeld: The Science of Selling



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This is a great book to give to junior members of a sales team and a good book to give as a refresher to experienced members who are stuck in the status uo The Science of Selling does a good job of aggregating the most applicable concepts from behavioral economics Khaneman Thaler sychology mindset Dweck and good old sales blocking and tackling concepts While I was slightly disappointed that I did not find much uniue insight the core concepts resented in the book can and do drive significant improvement within any sales organization when applied with urpose Great easy to read sales basics in one book Plus the 6 whys very owerful concept Impressive sales book avoids most of the rah rah of other sales books and incorporates a lot of the uite good contemporary rimary research on buying behaviorI was a little turned off by the several attempts to brand frameworks ideas The Six Whys tm and a few of the ideas were actually under supported Otherwise very interesting addition to the discussion of selling 1 There is two routes of influence one is outside the actual message the second is within the actual message 2 Outside of the message are different heuristics mental shortcuts that New Perspectives On Criseyde people use as a rule of thumb without thinking here they are A Single option aversionWheneople are Sharon, Lois and Brams Skinnamarink presented only with one option they feel it risky so they calculate the risk Research showseople are buying when they have options B Asymmetric dominance effectOne of the options should be a decoy similar but a little worse which makes it simpler for That Noble Dream people to be attracted to the better option and choose it C Likability Find something that you appreciate in the customer and communicate genuinely your liking to it and they ll naturally like you in return D SocialroofPeople being influenced by the knowingseeing that other The Shadows I Followed people are buyingdoing it think standing ovationUse words like so manyeople or most Japanese Etiquette people in your situation 3 It comes down to certain commitments the client is making during the salesrocess according the 6 Why s with certain emotions Commitment to the 6 Why s The Cowboy and His Baby positive emotional stateositive buying decision 4 Every objection is rooted in a one of the 6 Why s so if you have the answers to all of those Why s your assured to make the sale Here they are 1 Why change2 Why now3 Why. The Revolutionary Sales Approach Scientifically Proven to Dramatically Improve Your Sales and Business SuccessIn today’s fiercely competitive marketplace you can’t afford to lose sales that should be yours But with so much conflicting advice from self Secure Location 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 socialsychology neuroscience and behavioral economics The Science of Sel.

Your industry solution4 Why you and your company5 Why your The Everyday Witch (Beatrice Bailey, product or service6 Why spend the moneyRemember whenever you are asking aerson to spend with you money he s taking away this money from somewhere else so you gotta make sure he s motivated to give it to you instead And that is by identifying the dominant buying motive which is one of the above5 The collective experience of emotions emotional state impacts a ersons thoughts and decisions The first thing to identify their emotional state is by identifying nonverbal communication gestures tone of voice rate of speech body movements facial expressions touch and eye contact6 It all comes down to uestions and that needs to be according to how the brain rocesses things It works in layers here they are ask A About thoughts facts behaviors situationsB Explanations and assessmentsC Fear of loss or desire for gain7 There are different ways of handling objections A Identify it uicklyB Monitor the emotional stateC Follow the objection handling Reign of Ash (The Chosen process Soften it Isolate it zoom in if there s any others Identify the root one of the 6 whys Answer it evidence story Gain commitment8 Salesresentation strategies A Show less only show the needed infoB AnchoringC Mirroring Bred by the Beastmen (Bred by the Beastmen posture gesture speech rate wordsD Speak and showicturesE Stories no unnecessary details characters similar to buyers compelling intro let characters speak clear conclusion singular Fline en Lingerie point No matter what your walk in life is at someoint you will have to sell Whether convincing your boss about Surface promoting you getting your family to go on your dream vacation having someone marry you they all involve the dynamics of selling Yet it is almost impossible to find an undergraduate or graduate degree that takes selling seriously and makes courses available I would have loved to trade in a couple of my MBA courses for learning about sellingThis book avoids all the typical selling cliches geteople to like you start with a smile etc and gets down to explaining how the buyer s brain works and how to use that to facilitate selling It is the first book on selling which I ve found incorporates the findings of behavioral science to improve selling results If you care about selling and you should you shouldn t miss it 35 StarsReally interesting concepts talked about in this book. Ling shows you how to align the way you sell with how our brains naturally form buying decisions dramatically increasing your ability to earn sales Unlike other sales books which Orange 5 (オレンジ, 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 includingroven ways to Engage buyers’ emotions to increase their receptiveness to you and your ideas Ask uestions that li.

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I haven t been formally trained in sales but much of this book was easy to digest I was able to think through my sales The No-Spend Challenge Guide: How to Stop Spending Money Impulsively, Pay off Debt Fast, Make Your Finances Fit Your Dreams process And adapt therinciples taught We ll have to wait and see if it yeads the same result as stated in the book It was a The Scot pretty fast read The major take away was that when approaching sales you need to do so with the buyers decision makingrocess in mind Rather than waking them through a Spring Snow pre conceived formula This can be don by truly listening and responding accordingly There was a lot of references to scientific andsychological studies Well referencedEnjoy Great and long overdue book The integration of The Greatest Victory psychological research and real world examples is compelling I am a socialsychologist so I knew most of the research described in the book already but Hoffeld takes the academic and makes it actionable I especially liked the sections about the value of training and the use of uestions Readable entertaining and Second Chance Pass (Virgin River, practical an e The beginning dragged on for me and felt like the slightly modified sales version of Cialdini s book Influence But I m glad I stuck it out the second half was super useful and gave me a lot of ideas for how to improve the salesrocess for my business A lot In high school my computer science teacher of all Fates Monolith (MacLomain, people assigned us to read How to Win Friends and Influence People At the time I wasn t sure why As an adult I can see that there are definitelyractical reasons to study influence especially in sales and this book by David Hoffeld is the right book on the topic for today I was impressed by how thoroughly he backs up his claims with citations from uality At the Wolfs Table publications ranging from Harvard Business Review to a number of academic journals in organizational and behavioralsychology Not a salesperson myself I feel like I get from reading some of the less applied source texts like Thinking Fast and Slow But if you are in the field or adjacent fields that reuire A Family Scandal persuasion such asolitics it is well worth a read This was my first book related to sales and I really enjoyed it I am very analytical and the authors approach aligns well with how I Ruthless Game (GhostWalkers, process and vet new information I consumed it initially in audiobook format but I amurchasing it in soft cover format for future reference and to highlight sections I saw the most value in. Ne up with how the brain discloses information Lock in the incremental commitments that lead to a sale Create The Perfect Weapon 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 makeurchasing 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 othe.