The Science of Selling: Proven Strategies to Make Your Pitch, Influence Decisions, and Close the DealPenguin, 15 de nov. de 2016 - 288 páginas The Revolutionary Sales Approach Scientifically Proven to Dramatically Improve Your Sales and Business Success 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. **Named one of The 20 Most Highly-Rated Sales Books of All Time by HubSpot |
Outras edições - Ver todos
The Science of Selling: Proven Strategies to Make Your Pitch, Influence ... David Hoffeld Visualização parcial - 2022 |
The Science of Selling: Proven Strategies to Make Your Pitch, Influence ... David Hoffeld Visualização parcial - 2016 |
The Science of Selling: Proven Strategies to Make Your Pitch, Influence ... David Hoffeld Prévia não disponível - 2016 |
Termos e frases comuns
ability Amos Tversky analyzed anchor answer Behavioral Economics behavioral scientists believe cause central route Chapter clients Cognitive Commitment trial close communication competitors create Dan Ariely Daniel Kahneman disclose distinct value dominant buying motives effective example experience feel focused growth mindset guide buyers Harvard Business Review Here's heuristics identify impact improve increase insights involvement trial closes Journal of Consumer Journal of Personality listening mental mirror mirror neurons Neuroscience numerous objection options participants percent Personality and Social persuasive Picture Superiority Effect positive buying decision positive emotions primacy effect primary buying motivators problems product or service prospective customers proven purchase your product reactance revealed Richard Petty route of influence sales call sales presentations sales process sales training salespeople salesperson Science of Selling science-based second-level questions self-perception theory share Six Whys social exchange theory social proof Social Psychology stories strategic commitments success tion understand York