Hoffeld - The science of selling: proven strategies to make your pitch, influence decisions, and close the deal

A crisp, unmissable guide.... Hoffelds deft guidebook is a must-read for salespeople unsatisfied with anecdotal data and hungry for real data to improve their techniques.

Publishers Weekly

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.

Dan Pink, bestselling author of To Sell Is Human

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: Its 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 resultsand 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. While most sales books are based on the authors experience, every chapter in this superbly well-written book is rooted in science. The Six Whys 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

This book is a must-read if you would like to excel in the game of influencing others! What David has pulled together in this masterpiece will surely advance your career or business. A science-based approach to selling that is revolutionary.

Chris Spurvey, vice president, KPMG Canada; author of Its Time to Sell

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, DaveStein.biz; author of Beyond the Sales Process

Can science and selling come together? YES, and in a powerful wayjust read this book! The Science ofSelling is as good as it getsfantastic and really usable. I have already given it to my sales team to read.

David Horsager, CEO, Trust Edge Leadership Institute; 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 The Science of Selling, he elevates sales from a robotic process to one rooted in recognizing behaviors and triggers and applying proven strategies that result in sales success. Hoffeld proves that selling is a skill that can be developed and perfected. A fascinating book.

Donna Serdula, founder and president, Vision Board Media & Linkedin-Makeover.com

David has done a great job separating the science from the art of selling. Its 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 havent been able to put it down. Its 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, Ed Tate & Associates; World Chamption of Public Speaking

The Science of Selling is buttressed by extensive studies on how people buy, along with Davids real-world applications. I cant 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. But we no longer have to rely on anecdotal methods like these. David Hoffeld uses scientific data to reveal why many salespeople 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 buyers head and this book is your blueprint. David Hoffeld unpacks the science behind what makes us choose, purchase, and trust those we buy fromessential insights for any sales professional wanting to become even more effective.

Leary Gates, venture coach and founder, Lumina Consulting Group and StrategicCEO.com

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 thats 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, 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 otherseffective not only for meeting the needs of the salesperson, but for anyone who is in leadership or aspires to leadership.

Toby Travis, International Head of School and 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 groundbreaking 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.