Episode 68: Inside the Science of Sales - David Hoffeld

As we march down the sales pipeline, the more information we have the easier it is to connect the dots in the sales process. Having more information and better data makes us more strategic, scalable, and consistent.

You are going to love today’s podcast because my guest is David Hoffeld, and he is all about the science of selling. He is the author of The Science of Selling: Proven Strategies to Make Your Pitch, Influence Decisions, and Close the Deal, and he is the CEO and Chief Sales Trainer of  the Hoffeld Group which offers science-backed sales training, coaching, and consulting. We are delighted to have him on our show today, because we love science, data, and research. 

Episode Highlights: 

• David tried to translate years of research on behavioral science and data into his book
• He became obsessed with science and the sales process and his numbers increased dramatically
• Incremental commitments guide customers through the sales process
• Architecting choices of buyers that will be made contextually
• Heuristics or mental shortcuts our brains make when we make choices
• Six commitments the brain makes for a sale to happen
• Aligning how you sell with how the brain makes buying decisions
• Higher perceived risk with one option as opposed to several options 

Resources: 

• The Science of Selling: Proven Strategies to Make Your Pitch, Influence Decisions, and Close the Deal
• Hoffeld Group
• LinkedIn David Hoffeld
• Twitter @DavidHoffeld
• YouTube Hoffeld Group