The Science Of Selling: Proven Strategies To Make Your Pitch, Influence Decisions, And Close The…

Hardcover | November 15, 2016

byDavid Hoffeld

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

Did you know that nearly half of salespeople fail to meet their quotas every year? Or that many of the most common sales behaviors drive down sales performance? In today’s fiercely competitive marketplace you can’t afford to lose sales that should be yours. But with so much conflicting advice from self-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 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.

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From the Publisher

The Revolutionary Sales Approach Scientifically Proven to Dramatically Improve Your Sales and Business Success Did you know that nearly half of salespeople fail to meet their quotas every year? Or that many of the most common sales behaviors drive down sales performance? In today’s fiercely competitive marketplace you can’t afford to l...

DAVID HOFFELD is the CEO and chief sales trainer at Hoffeld Group, one of the nation’s top research-backed sales and consulting firms. A sought-after sales thought leader and speaker, David has worked with clients ranging from small and medium businesses to Fortune 500 companies. He is a contributor to Fast Company and has been feature...
Format:HardcoverDimensions:288 pages, 8.5 × 5.81 × 0.93 inPublished:November 15, 2016Publisher:Penguin Publishing GroupLanguage:English

The following ISBNs are associated with this title:

ISBN - 10:0143129325

ISBN - 13:9780143129325

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Editorial Reviews

“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“A must-read to excel in the game of influencing others! This science-based approach to selling…will surely advance your career or business.” --Chris Spurvey, Vice President, KPMG Canada and author of It's Time to Sell“A terrific book! Sales trainer David Hoffeld has built his selling methods on a solid foundation of science. Let his research-based insights into why people buy help you increase sales and retain loyal customers.”--Daniel H. Pink, author of To Sell Is Human “On a topic where, unencumbered by knowledge or experience, so many people spout platitudes and unexamined assumptions, David Hoffeld provides strong, clear and practical advice about selling, supported by the relevant research and not just one-off anecdotes. Sales reps and sales managers are wasting their time with the vast majority of blogs and books and training “tips” offered to them. But they should read and study The Science of Selling: It’s perhaps the best discussion yet of the core essentials about this key business, and life, activity.”--Frank Cespedes, Harvard Business School, author of Aligning Strategy and Sales “Is selling an art or science? David Hoffeld proves conclusively it is a science rooted in universal buyer behaviors that yield predictable, repeatable results—and in The Science of Selling, he explains precisely how you can apply that science to produce far greater sales results. Grab your yellow highlighter and be prepared to use it on every page.”--Stu Heinecke, author of How to Get a Meeting with Anyone “This book is a breath of fresh air. David Hoffeld is a pioneer when it comes to connecting selling with science. While most sales books are based on the author's experience, every chapter in this superbly well-written book is rooted in science. The Six Why's formula is a great tool any sales organization can use to increase their chances for selling more and accelerating their sales cycle.”--Gerhard Gschwandtner, CEO of Selling Power “There is no shortage of books about professional selling that contain, or are based on, research. The amount and nature of the research may differ, but it generally takes the form of, ‘If you do what these successful salespeople do, you’ll be successful, too.’ This is a refreshingly different kind of sales book. In it, David takes an almost shockingly different approach. He looks deeply at the science behind what happens during the sale, assesses the causes and effects, and serves up his conclusions in a way that translates to actionable awareness for sales reps and their managers. This book is a must-read.”--Dave Stein, Principal at and author of Beyond the Sales Process “Can science and selling come together? YES, and in a powerful way—just read this book! 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 Institute and bestselling author “Many believe that sales is just a numbers game, but David Hoffeld has proven that there is actually a science to it. In his book, The Science of Selling, he elevates sales from a robotic process to one that is rooted in recognizing behaviors and triggers and applying proven strategies that result in sales success. A fascinating book, Hoffeld proves that selling is a skill that can be developed and perfected.”--Donna Serdula, Founder & President, Vision Board Media & “David has done a great job separating the science from the art of selling. It’s refreshing to see research-backed methods and practices versus guesswork and theory around how influence really works. Hats off to Mr. Hoffeld for advancing our understanding around how to turn the practice of selling into a true profession.”--Marc Miller, bestselling author of Selling is Dead and A Seat at the Table “The Science of Selling is outstanding; I haven’t been able to put it down. It’s helped me reexamine and rethink how I sell. Scientifically, I now understand the best way to present options, how to make my sales stick and how to better use stories. In short, The Science of Selling eliminates guessing and common sales myths. It has my highest recommendation.”--Ed Tate, Principal at Ed Tate & Associates and World Chamption of Public Speaking “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 “For many years, we have been taught that salespeople are successful because they are either born with a natural ability to influence others, have outgoing personalities, or are just good with people. Business leaders and sales trainers would take what top-ranked salespeople said brought them success and then try to teach the rest of their team members those behaviors and skills without understanding whether their suggested strategies were actually effective or replicable. Most of the time, this approach failed miserably. But we no longer have to rely on anecdotal methods like these. David Hoffeld uses scientific data to reveal why many sales people underperform (and why the select few who succeed do) and shows you and your sales team how to implement his well-defined, repeatable sales strategies that are scientifically proven to improve your results. The Science of Selling is the future of selling!”--Ray Reyes, Managing Director, Globalize Localization Solutions “Finally, you can get inside your buyer’s head and this book is your blueprint. David Hoffeld unpacks the science behind what makes us choose, purchase, and trust those we buy from—essential insights for any sales professional wanting to become even more effective.”--Leary Gates, Venture Coach & Founder, Lumina Consulting Group & “Following on from the science behind selling that Dan Pink introduced in To Sell Is Human, Hoffeld dives deeper into how to use scientifically-proven ways to build rapport, influence with ease, and pass through the skepticism that’s inherent in the selling process. If you believe successful sales pros are made and not born, this book was written for you.”--Mary Poul, founder of Sales Mastery Magazine “In the world of educational leadership, we know that the most effective leaders are those who do so through the utilization of research-based best practices. David Hoffeld provides an incredible resource of research-based strategies for influencing others—effective not only for meeting the needs of the sales person, but for anyone who is in leadership or aspires to leadership.”--Toby Travis, International Head of School & Educational Consultant/Trainer “David Hoffeld believes that ‘selling is too important to be based on anything other than proven science.’  In The Science of Selling, he engages the reader in a fast-paced and fact-filled analysis of the sales process in which he demonstrates how scientific principles of influence and decision making can improve sales effectiveness. He focuses on how potential customers formulate buying decisions, and teaches how sales success can be achieved by aligning sales strategies with how the brain is influenced. You will have a much deeper understanding of the sales process and how you can be more effective after reading his book.”--David Fairbarn, President, Kinney & Lange “A ground breaking book that lays the foundation for a new way to approach the study and execution of sales. Based on the latest understanding of cognitive science, David provides sales professionals with a scientifically based framework to replace the sales methodology “du-jour” for one that sales professionals can rely on throughout their entire professional careers. The book also provides insightful examples that will facilitate the sales professional to improve their productivity right away.”—Juan Carlos Cerrutti, Managing Partner, LinkIT Latam “Finally… a book on selling that is based on scientific evidence. The Science of Selling is an engaging journey that bridges the gap between cutting-edge science and the realities of the modern marketplace. It's a must-read for anyone who wants to become more influential and increase their sales effectiveness.”--Ron Friedman, Ph.D., author of The Best Place to Work: The Art and Science of Creating an Extraordinary Workplace “Of the thousands of sales books that are published each year only a few are groundbreaking. The Science of Selling by David Hoffeld is one of these. This book draws on the explosion of recent research around the world to challenge many traditional sales practices - and identify the most effective way to sell. It directly references research by numerous authorities who have investigated a wide range of disciplines in human behavior—research that has explored ‘how the human brain makes choices and which factors influence what we say, how we act, and what and why we decide to buy.’ The reader will learn how to transform the way they sell to enable a much higher level of success. It’s a must read for all sales leaders and professional salespeople.”--John Smibert, Strategic Selling Group “The Science of Selling is a tour de force of scientific research spanning a whole range of critical selling behaviors. David has clearly invested a huge amount of time in identifying and then codifying these behaviors and backing them up with proven science. Sales in general is clearly going through a transitional period where some traditional skills are more important than ever, some are becoming obsolete and of course, there are a host of new skills that are needed to address the 21st century buyer. This book has done the hard work of identifying what they are and explaining clearly where to focus and how to adopt them. I highly recommend this book to anyone interested in sales success both now and in the future.”--John Golden, CSO, Pipelinersales and bestselling author of Winning the Battle for Sales