“One of the most highly-rated sales books of all time.”
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
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INTRODUCTIONWhy Use Science to Sell?
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CHAPTER 1Why Sales People Underperform
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CHAPTER 2The Two Methods of Sales Influence
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CHAPTER 3How to Sell the Way People Buy
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CHAPTER 4Selling To Your Buyers’ Emotions
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CHAPTER 5The Science of Asking Powerful Questions
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CHAPTER 6Why People Buy
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CHAPTER 7Creating Value, Neutralizing Competitors, and Overcoming Objections
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CHAPTER 8Closing Redefined: Obtaining Strategic Commitments
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CHAPTER 9Five Science-Based Sales Presentation Strategies
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CHAPTER 10The Future of Selling
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.”
“The Science of Selling is an engaging journey that bridges the gap between cutting-edge science and the realities of the modern marketplace.”
“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.”
“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.”
“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.”
“Buttressed by extensive studies on ‘how people buy’ along with David’s real-world applications, I can’t recommend this book enough!”
“A groundbreaking book that lays the foundation for a new way to approach the study and execution of sales.”
“The Science of Selling is a tour de force of scientific research spanning a whole range of critical selling behaviors.”
“This book is a masterpiece and will surely advance your career or business.”