David Hoffeld - Sell More with Science: The Mindsets, Traits, and Behaviors That Create Sales Success
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- Book:Sell More with Science: The Mindsets, Traits, and Behaviors That Create Sales Success
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Sell More with Science: The Mindsets, Traits, and Behaviors That Create Sales Success: summary, description and annotation
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Today, in sales, business, and life, you need every advantage you can get. In Sell More with Science, David Hoffeld, the worlds leading expert on applying science to selling, shares his revolutionary three-part system to experience surefire success at home, at work, and out in the world.
Here, Hoffeld utilizes research studies from social psychology, neuroscience, and behavioral economics to reveal actionable insights you can use to grow your sales, achieve more, and stay ahead of the competition. Youll discover:
two evidence-based mindsets that will help you earn more sales
seven strategies that will boost your chances of reaching any goal
powerful principles that will enhance your ability to guide potential clients into positive buying decisions
ways to win day-to-day interactionsin business and beyond
how to reframe any idea or situation
what it means to sell with integrity
a science-backed formula you can follow to create positive career change
and much more
Filled with practical insights and exercises, Sell More with Science is a game-changing guide for anyone who wants to take their influence, sales, or career to new heights.
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In Sell More with Science, David Hoffeld reveals science-backed insights that will help you thrive in todays hypercompetitive environment. If youre serious about improving your career, this book is a must-read.
Dave Kerpen,New York Times bestselling author of The Art of People
David Hoffeld gives his readers incredible insights into why we buy and how to leverage that knowledge to sell more. Like his last book, The Science of Selling, David uses proven science to support his strategies and techniques. Unlike most sales trainers and speakers who rely on unique anecdotes and personal experiences, David makes his scientific approach much more applicable and relatable to a wide range of situations. He empowers salespeople by turning science into practice. If you want to harness the power of science to sell more, this book is a must.
Terry Wu, PhD, neuroscientist and neuromarketing consultant and speaker
After reading David Hoffelds Sell More with Science, I got rid of over seventy-five books and courses on selling, because it had rendered them all obsolete. The book is packed with actionable, evidence-based strategies, formulas, exercises, and assessments that demystify sales success. In a hypercompetitive market, you need to adjust your sales strategies with science. Add this book to your library. Read it! And apply the ideas. You will have an unfair (yet ethical) competitive advantage in your marketplace.
Ed Tate, principal at Ed Tate & Associates, LLC, and World Champion of Public Speaking
Most sales advice has little support beyond someones assumption. By contrast, David Hoffelds work and practice are grounded in solid behavioral research and focused on core aspects of selling applicable in many markets. This book can help you sell more and, equally valuable, make you feel better about your career.
Frank Cespedes, Senior Lecturer, Entrepreneurial Management Unit at Harvard Business School, and author of Sales Management That Works
David Hoffelds newest book, Sell More with Science, is one every person in sales should read no matter their experience level. The truth and insights found inside will help all sales professionals from complex B2B to transactional consumer-facing roles and everything in between. I love this entire book. I appreciate the way difficult ideas are explained and then broken down into simple and actionable messages. If you want to sell more and sell better, then read Sell More with Science and watch your sales growth accelerate.
Mareo McCracken, CRO at Movemedical and author of Really Care for Them
This book is essential reading for anyone seeking to drive improved sales results. It harnesses the power of behavioral science and neuroscience, blended with the art of selling for greater influence and improved sales results. Sell More with Science explains the why and how for elevating sales engagement and leadership. Davids evidenced-based perspective enables leaders to intelligently and confidently blend art and science together for successful sales transformation.
Tony Hughes, bestselling author and speaker and co-founder of Sales IQ Global
an imprint of Penguin Random House LLC
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Copyright 2022 by David Hoffeld
Penguin supports copyright. Copyright fuels creativity, encourages diverse voices, promotes free speech, and creates a vibrant culture. Thank you for buying an authorized edition of this book and for complying with copyright laws by not reproducing, scanning, or distributing any part of it in any form without permission. You are supporting writers and allowing Penguin to continue to publish books for every reader.
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Hardcover ISBN: 9780525538738
Ebook ISBN: 9780525538745
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To my son Joseph, whom I was sold on before he was born.
Selling is a human task that can only be explained satisfactorily in human terms. We must look a good deal furtherinto the mysteries of personality and psychologyif we want real answers.
Robert N. McMurry, Harvard Business Review, March 1961
What creates sales success?
In the past, the factors that enabled some people to sell more than others were a mystery. Some salespeople just seemed to have what it takes, while others didnt. Thankfully, weve since learned thats not the case. Over the past fifty years, scientists have conducted groundbreaking research identifying how our brains process information, perceive value, and decide whether to purchase one product or service over another. Even more exciting, these discoveries have revealed the specific mindsets, traits, and behaviors that salespeople can embrace to achieve success. In fact, of all the innovations to the sales profession in recent years, none has the potential to make a more positive and lasting impact than basing the way we sell on science.
Though this research-backed methodology has repeatedly been proven to boost anyones performance, many sales and businesspeople are unaware of it. Even worse, many of the most common selling practices today contradict the science. Thats why I wrote this book: to provide real-world, actionable, evidence-backed insights that you can use to supercharge your sellingboth on the job and out in the world.
Heres a quick overview of how I created this proven way of selling and the benefits youll receive by adopting it.
If you read my previous book, The Science of Selling, youll know that I am fascinated by the science of influence. When I was ten years old, my mother gave me Dale Carnegies bestselling book How to Win Friends and Influence People. I was amazed at how simple words and phrases could inspire people to respond in predictable ways.
It wasnt until many years later that I experienced that in my own career. After graduating with my masters degree, I needed to get a job for what I thought would be just a few months. I naively assumed I would be good at selling and looked in the local classifieds. (Remember when the newspaper was where you went to find a job?) As I browsed the open positions, one caught my eye. The headline read Make $100,000 a Year. Right below it were three words that made me even more excited: No Experience Necessary. This was perfect, I reasoned, because I had no experience, and who wouldnt want to make six figures right out of school? I called the number listed and scheduled an interview. The next day I went to the companys office and was interviewed by a sales manager who asked me just two questions. The first was Do you have reliable transportation? My confidence grew as I answered that yes, Id driven there in my own car. He nodded and then asked, Do you like people? Yes! I exclaimed. The sales manager smiled and said, Great, you can start tomorrow. And with that, I was ushered into the profession of sales.
What happened next surprised me. As I began selling, I became captivated by it. What I had thought would be a short-term job turned into my lifes work. What I had gotten a glimpse of as a ten-year-old when I read
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