Ngly 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 in compelling I am a social psychologist so I knew most of the research described in 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 lad I stuck it out the second half was super useful and Rozvaliny Gorlanu (Hraničářův učeň, gave me a lot of ideas for how to improve the sales process for my business A lot of the ideas were familiar to me afteroing 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 ap for me and reinforced what I learned at this past sales job In high school my computer Science Teacher Of All People teacher of all people 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 study influence especially in sales and this book by David Hoffeld is the right book on the topic today I was impressed by how thoroughly he backs up his claims with citations 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 et 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 how 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 highlight sections I saw the most value Ne 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 Facilitation Made Easy goals or boost their ability to influence othe. This is areat book to Izmeklētājs. Būris give to junior members of a sales team and aood book to Dirty Dealing give as a refresher to experienced members who are stuck in the status uo The Science of Selling does aood job of aggregating the most applicable concepts from behavioral economics Khaneman Thaler
psychology mindset dweck and ood old sales blocking mindset Dweck and ood old sales blocking tackling Great easy to read sales basics in one book Plus the 6 whys very powerful concept Impressive sales book avoids most of the rah rah
other sales books incorporates a lot of the uite ood contemporary primary research on buying behaviorI was a little turned off by the several attempts to brand frameworks ideas The Six Whys tm and a few of the ideas were actually under supported Otherwise very interesting addition to the discussion of selling 1 There is two routes of influence one is outside the actual message the second is within the actual message 2 Outside of the message are different heuristics mental shortcuts that people use as a rule of thumb without thinking here 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 have options B Asymmetric dominance effectOne of the options should be a decoy similar but A Little Worse Which little worse which 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 enuinely 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 your 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 have 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 solutio. 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” 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 Sel.
Of Other Sales Books
N4 Why you and your company5 Why your product or service6 Why spend the moneyRemember whenever you are asking a person to spend with you money he s taking away this money from somewhere else so you Finding Reason gotta make sure he s motivated toive it to you
instead and that is by identifying the dominantAnd that is by identifying the dominant 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 Sniper (Women of the United Federation Marines, 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 how the brain processes things It works in layers here they are ask A About thoughts facts behaviors situationsB Explanations and assessmentsC Fear of loss or desire forain7 There are different ways of handling objections A Identify it uicklyB Monitor the emotional stateC Follow the objection handling process Soften it Isolate it zoom in if there s any others Identify the root one of the 6 whys Answer it evidence story Gain commitment8 Sales presentation strategies A Show less only show the needed infoB AnchoringC Mirroring posture esture 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 is at some you will have to sell Whether convincing your boss about promoting you etting your family to o on your dream 35 StarsReally interesting concepts talked about in this book I haven t been formally trained in sales but much of this book was easy to digest I was able to think through my sales process And adapt the principles taught We ll have to wait and see if it yeads the same result as stated in the book It was a pretty FAST READ THE MAJOR TAKE AWAY read The major take away 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 accordi. Ling shows you how to align the way you sell with 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 to help you consistently succeed including proven ways to Engage buyers’ emotions to increase their receptiveness to you and your ideas Ask uestions that li.