The Science of Selling
The scientific strategy to close a sale
After years of debating the best selling strategies, David Hoffeld has come to the conclusion that selling is not an innate ability: it is a science. To be successful, you need to study how the buyer's brain works, how they make their decisions, and how to influence them. Inspired by countless studies in the areas of psychology and neuroscience, through his book The Science of Selling, his personalised courses, and his sales consultancy for large and small businesses, Hoffeld has managed to create the perfect formula to ensure success in sales without having to rely on luck.
Many useful tips to:
- Apply a scientific method to your sales.
- Influence buyer decision-making.
- Neutralise competitors.
- Close more deals.
If you want to sell more, you have to think about the buyer
The idea of applying a scientific method to the world of sales starts with a simple but fundamental assumption: in order to be successful, sellers should always keep the buyer at the forefront of their mind. Simply put, the reason many salespeople struggle, in America and around the world, is that they don't use science to do their jobs. They proceed by trial and error, and repeat formulas that have worked in the past, even if they have only circumstantial value.
In fact, many salespeople, and their employers, see selling as an innate attitude, as something “you just know how to do," without even having defined their customer. Instead, it is actually a skill that can be acquired and refined over time, and which, by applying scientific methods that have been proven to be effective, you can use to improve your sales method and therefore your results.
Science can prove conclusively that selling is a skill that can be trained, like so many others, and that some sales fail simply because of inadequate methods. For example, it is assumed that the best salespeople are outgoing in nature, while science has shown that the salesperson's character has little or nothing to do with their success. Similarly, the methods for initiating a sales interview, conducting negotiations, and closing deals are still modelled on old standards, no longer suited to today's competitive world and above all, unsupported by science.
The key ideas of "The Science of Selling"
Try 4books Premium for free!