The Science of Selling ─ Proven Strategies to Make Your Pitch, Influence Decisions, and Close the Deal

A groundbreaking method for increasing sales and business success using proven strategies backed by decades of research in social psychology, cognitive neuroscience, behavioral economics, and more.

The Science of Selling is the first book to apply proven, science-based methods to immediately improve sales performance and success. In this innovative, engaging guide, David Hoffeld draws on decades of scientific research in economics and brain and behavioral science to show business professionals not only which sales methods to use to achieve success, but why they work, including new information on:

 ·How to use clients' behaviors to inform your sales strategy
 ·What causes objections and how to neutralize them
 ·Creating an environment that inspires sales commitments
 ·Ways to ethically and effectively sell to a buyer's emotions
 ·Asking questions that prompt your audience to offer the information you need
 ·Strategies for using the brain's decision-making process to close a deal

Packed with advice and anecdotes, The Science of Selling is an essential resource for anyone looking to succeed in today's fiercely competitive selling environment.

DAVID HOFFELD is the CEO and Chief Sales Trainer at The Hoffeld Group, one of the nation's top research-backed sales and consulting firms. A sought-after sales thought leader and speaker, David has worked with clients ranging from small and medium businesses to Fortune 500 companies, including Best Buy, Microsoft, and Oracle. He is a contributor toFast Company and has been featured in Fortune, U.S. News and World Report, CBS Radio, Fox News Radio, and more. With more than 95,000 followers on Twitter and a new YouTube channel with 70,000 views already, David has built a robust and loyal audience as a trusted resource for sales and business leaders. He has received numerous awards from Toastmasters International and is a member of the National Speakers Association, American Society of Training Directors and the Society of Personality and Social Psychology. David earned a Master's Degree at Trinity International University and has studied sales at Harvard Business School.