The Science of Selling – David Hoffeld

The Science of Selling by David Hoffeld combines cutting-edge research in social psychology, neuroscience, and behavioral economics to equip sales professionals with a highly effective, scientifically grounded approach to selling. The book offers innovative strategies to enhance performance, making it a groundbreaking resource.

Behavioral Science Influence

All buying decisions stem from six guiding principles collectively termed as the Six Whys, the root causes of human behaviors identified through behavioral science studies, which inevitably dictate purchase decisions.

Effective Communication

Old-fashioned presentations lacking interaction fail to resonate with audiences.

A conversational approach garners attention, increases engagement, and positively impacts consumers’ perception of the value of the products or services offered.

Storytelling

Stories possess a powerful ability to engage the mind.

Leveraging storytelling in selling stimulates the emotional brain and makes value propositions more persuasive, leading to higher sales.

Overcoming Resistance

Resistance is an integral aspect of sales.

Instead of evading resistance, it should be acknowledged openly, understood, and mitigated strategically to pave the way for a successful transaction.