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

David Hoffeld ยท 288 pages

Quick Summary โšก๏ธ

The Science of Selling: Proven Strategies to Make Your Pitch, Influence Decisions, and Close the Deal, written by David Hoffeld, is a guidebook on how to sell effectively by using scientifically proven methods.

Top Takeaways ๐Ÿ‘‡

1. Know your audience: Understanding your potential customer’s needs, wants, and goals is key to selling effectively.
2. Start with value: Before selling a product, offer value to the customer through education, problem-solving, or providing helpful resources.
3. Align with the buyer’s perspective: Match your pitch to the buyer’s perspective by emphasizing the benefits of your product or service and addressing their pain points.
4. Show social proof: Provide examples of satisfied customers and credible endorsements to increase trust and credibility with your audience.
5. Communicate your uniqueness: Highlight what sets your product or service apart from the competition to distinguish yourself in the market.
6. Create a sense of urgency: Encourage potential customers to make a purchase by highlighting the benefits they’ll miss out on if they don’t act soon.
7. Use storytelling: Engage your audience with a story that demonstrates the value of your product or service and makes it relevant to their situation.
8. Develop rapport: Build trust and rapport with your customer by showing genuine interest in their needs and concerns.
9. Address objections: Anticipate and address common objections to help overcome any barriers to purchase.
10. Follow up: Stay in touch with your customers after the sale to maintain a relationship and foster repeat business.

Other Details โ„น๏ธ

First Published

November 15th 2016

Description (Excerpt)

The Revolutionary Sales Approach Scientifically Proven to Dramatically Improve Your Sales and Business Success

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, including proven ways to:

– Engage buyers’ emotions to increase their receptiveness to you and your ideas
– Ask questions that line up with how the brain discloses information
– Lock in the incremental commitments that lead to a sale
– Create 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 make purchasing 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 others.

**Named one of The 20 Most Highly-Rated Sales Books of All Time by HubSpot