EBOOK READ (The Science of Selling) ✓ David Hoffeld
Me Write Book heuristics mental shortcuts that people use as a rule of thumb without thinkingere they are A Single option aversionWhen people are presented only with one option they feel it risky so they calculate the risk Research shows people are buying when they ave options B Asymmetric dominance effectOne of the options should be a decoy similar but a little worse which makes it simpler for people to be attracted to the better option and choose it C Likability Find something that you appreciate in the customer and communicate genuinely your liking to it and they ll naturally like you in return D Social proofPeople being influenced by the knowingseeing that other
#people are buyingdoing it think standing ovationUse words like so many people or most people in #are buyingdoing it think standing ovationUse words like so many people or most people in situation 3 It comes down to certain commitments the client is making during the sales process according the 6 Why s with certain emotions Commitment to the 6 Why s positive emotional state positive buying decision 4 Every objection is rooted in a one of the 6 Why s so if you ave the answers to all of those Why s your assured to make the sale Here they are 1 Why change2 Why now3 Why your industry solution4 Why you and your company5 Why your product or service6 Why spend the money. The Revolutionary Sales Approach Scientifically Proven to Dramatically Improve Your Sales and Business SuccessIn 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” At Hells Gate how do you know which sales strategies actually work Leading sales trainer researcher and CEO of Hoffeld Group David Hoffeldas the answer Blending cutting edge research in social psychology neuroscience and behavioral economics The Science of Sel.
free download ↠ eBook or Kindle ePUB å David HoffeldRemember whenever you are asking a person to spend with you money Never Goodbye (Albany Boys, he s taking away this money from somewhere else so you gotta make suree s motivated to give it to you instead And that is by identifying the dominant buying motive which is one of the above5 The collective experience of emotions emotional state impacts a persons thoughts and decisions The first thing to identify their emotional state is by identifying nonverbal communication gestures tone of voice rate of speech body movements facial expressions touch and eye contact6 It all comes down to uestions and that needs to be according to ow the "BRAIN PROCESSES THINGS IT WORKS IN "processes things It works in ere they are ask A About thoughts facts behaviors situationsB Explanations and assessmentsC Fear of loss or desire for gain7 There are different ways of Hunted by Herne (Otherkind Kink: Horned Gods, handling objections A Identify it uicklyB Monitor the emotional stateC Follow the objectionandling process Soften it Isolate it zoom in if there s any others Identify the root one of the 6 if there s any others Identify the root one of the 6 Answer it evidence story Gain commitment8 Sales presentation strategies A Show less only show the needed infoB AnchoringC Mirroring posture gesture speech rate wordsD Speak and show picturesE Stories no unnecessary details characters similar to buyers compelling intro let characters speak clear conclusion singular point No matter what your walk in life is at some point you will Lady Lorena’s Spinster’s Society have to sell Whether convincing your boss about promoting you getting your family to go on your dream vacationaving someone marry you they all involve the dynamics of selling Yet it is almost impossible to find an undergraduate or graduate degree that takes selling seriously and makes courses available I would On the First Night of Christmas have loved to trade in a couple of my MBA courses for learning about sellingThis book avoids all the typical selling cliches get people to like you start with a smile etc and gets down to explainingow the buyer s brain works and P.S. Im Pregnant how to use that to facilitate selling It is the first book on selling which I ve found incorporates the findings of behavioral science to improve selling results If you care about selling and you should you shouldn t miss it 35 StarsReally interesting concepts talked about in this book Iaven t been formally trained in sales but much of this book was easy to digest I was
#Able To Think Through #to think through sales process And adapt the principles taught We ll Tigress for Two (Alaskan Tigers, have to wait and see if it yeads. Ling shows youow to align the way you sell with Cult Science Fiction Films how our brains naturally form buying decisions dramatically increasing your ability to earn 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 toelp you consistently succeed including proven ways to Engage buyers’ emotions to increase their receptiveness to you and your ideas Ask uestions that li. The same result as stated in the book It was a pretty fast read The major take away was that when approaching sales you need to do so with the buyers decision making process in mind Rather than waking them through a pre conceived formula This can be don by truly listening and responding accordingly There was a lot of references to scientific and psychological studies Well referencedEnjoy Great and long overdue book The integration of psychological research and real world examples is compelling I am a social psychologist so I knew most of the research described a social psychologist so I knew most of the research described the book already but Hoffeld takes the academic and makes it actionable I especially liked the sections about the value of training and the use of uestions Readable entertaining and practical an excellent resource and not just for sales people The beginning dragged on for me and felt like the slightly modified sales version of Cialdini s book Influence But I m glad I stuck it out the second Crime and Punishment half was super useful and gave me a lot of ideas forow to improve the sales process for my business A lot of the ideas were familiar to me after going through Groupon s sales training but what we didn t really explore in that role was the why behind why some tactics work This book closed the gap for me and reinforced what I learned at this past sales job In igh school my computer science teacher of all people assigned us to read How to Win Friends and Influence People At the time I wasn t sure why As an adult I can see that there are definitely practical reasons to study influence especially in sales and this book by David Hoffeld is the right book on the topic for today I was impressed by *how thoroughly e backs up is claims with * thoroughly e backs up is claims with from uality publications ranging from Harvard Business Review to a number of academic journals in organizational and behavioral psychology Not a salesperson myself I feel like I get from reading some of the less applied source texts like Thinking Fast and Slow But if you are in the field or adjacent fields that reuire persuasion such as politics it is well worth a read This was my first book related to sales and I really enjoyed it I am very analytical and the authors approach aligns well with ow I process and vet new information I consumed it initially in audiobook format but I am purchasing it in soft cover format for future reference and to Spinetinglers Anthology 2008 highlight sections I saw the most value in. Ne up withow 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 othe.