National Best Seller

“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

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Expert Recommendations

“Provides strong, clear and practical advice about selling . . . and is per­haps the best discussion yet of the core essentials of this key practice in business and in life.”

—Frank Cespedes, Harvard Business School

“The Science of Selling is an engaging journey that bridges the gap between cutting-edge science and the realities of the modern marketplace.”

—Ron Friedman, Ph.D. and author of The Best Place To Work

“The Science of Selling is as good as it gets – fantastic and really usable. I have already given it to my sales team to read.”

—David Horsager, CEO of Trust edge Leadership and bestselling author

“Of the many sales books that are published each year only a few are groundbreaking. The Science of Selling by David Hoffeld is one of these.”

—John Smibert, Strategic Selling Group

“David Hoffeld proves conclusively selling is a science rooted in universal buying behaviors… and in The Science of Selling he explains precisely how you can apply science to produce far greater sales results. Grab your yellow highlighter and be prepared to us it on every page.”

—Stu Heinecke, author of How To Get A Meeting With Anyone

“Buttressed by extensive studies on ‘how people buy’ along with David’s real-world applications, I can’t recommend this book enough!”

—Victor Antonio, Sellinger Group

“A groundbreaking book that lays the foundation for a new way to approach the study and execution of sales.”

—Juan Carlos Cerrutti, Managing Partner, LinkIT LATAM

“The Science of Selling is a tour de force of scientific research spanning a whole range of critical selling behaviors.”

—John Golden, CSO of Pipelinersales and bestselling author of Winning The Battle For Sales

“This book is a masterpiece and will surely advance your career or business.”

—Chris Spurvey, Vice President at KPMG Canada and author of Its Time To Sell

The Science of Selling

Blending cutting-edge research in social psychology, neuroscience and behavioral economics, The Science of Selling shows salespeople how to align the way they sell with how our brains naturally form buying decisions, dramatically increasing their ability to earn more sales.

Contents

  • INTRODUCTION
    Why Use Science to Sell?
  • 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

About the Author

David Hoffeld is the CEO and chief sales trainer at Hoffeld Group, one of the nation’s top research-based sales and consulting firms. He is widely regarded as the number one authority on selling with science.

A sought-after sales thought leader, trainer and speaker, David has trained and coached salespeople from small and medium businesses to Fortune 500 companies. David earned a master’s degree and taught sales at Harvard Business School.

More About David

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