376 Sell More With Science by David Hoffeld

03/25/22 • 70 min

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The Marketing Book Podcast

Sell More with Science: The Mindsets, Traits, and Behaviors That Create Sales Success by David Hoffeld

About the Book:

Today, in sales, business, and life, you need every advantage you can get.

In Sell More with Science, David Hoffeld, the world’s leading expert on applying science to selling, shares his revolutionary three-part system to experience surefire success at home, at work, and out in the world.

Here, Hoffeld utilizes research studies from social psychology, neuroscience, and behavioral economics to reveal actionable insights you can use to grow your sales, achieve more, and stay ahead of the competition.

You’ll discover:

Two evidence-based mindsets that will help you earn more sales
Seven strategies that will boost your chances of reaching any goal
Powerful principles that will enhance your ability to guide potential clients into positive buying decisions
Ways to win day-to-day interactions—in business and beyond
How to reframe any idea or situation
What it means to sell with integrity
A science-backed formula you can follow to create positive career change
And much more

Filled with practical insights and exercises, Sell More with Science is a game-changing guide for anyone who wants to take their influence, sales, or career to new heights.

About the Author:

David Hoffeld is the CEO and chief sales trainer at Hoffeld Group, a research-based sales and consulting firm.

He’s pioneered a sales approach based on research in neuroscience, social psychology, and behavioral economics that’s been proven to dramatically increase sales.

He has trained and coached salespeople from small and medium-sized businesses to Fortune 500 companies.

David has lectured at Harvard Business School and has been featured in Fortune, U.S. News and World Report, The Wall Street Journal, Fast Company, Harvard Business Review, Investor’s Business Daily, INC, Forbes, CBS Radio, Fox News Radio, and more.

And, interesting fact – at the age of 10, he read Dale Carnegie’s bestselling book How to Win Friends & Influence People!

Click here for this episode's website page with the links mentioned during the interview...

https://www.salesartillery.com/marketing-book-podcast/sell-more-science-david-hoffeld

Sell More with Science: The Mindsets, Traits, and Behaviors That Create Sales Success by David Hoffeld

About the Book:

Today, in sales, business, and life, you need every advantage you can get.

You’ll discover:

Two evidence-based mindsets that will help you earn more sales
Seven strategies that will boost your chances of reaching any goal
Powerful principles that will enhance your ability to guide potential clients into positive buying decisions
Ways to win day-to-day interactions—in business and beyond
How to reframe any idea or situation
What it means to sell with integrity
A science-backed formula you can follow to create positive career change
And much more

Filled with practical insights and exercises, Sell More with Science is a game-changing guide for anyone who wants to take their influence, sales, or career to new heights.

About the Author:

David Hoffeld is the CEO and chief sales trainer at Hoffeld Group, a research-based sales and consulting firm.

He’s pioneered a sales approach based on research in neuroscience, social psychology, and behavioral economics that’s been proven to dramatically increase sales.

He has trained and coached salespeople from small and medium-sized businesses to Fortune 500 companies.

And, interesting fact – at the age of 10, he read Dale Carnegie’s bestselling book How to Win Friends & Influence People!

Click here for this episode's website page with the links mentioned during the interview...

https://www.salesartillery.com/marketing-book-podcast/sell-more-science-david-hoffeld

Previous Episode

375 What Customers Hate by Nicholas Webb

What Customers Hate: Drive Fast and Scalable Growth by Eliminating the Things that Drive Business Away by Nicholas Webb

About the Book:

This book will teach you how to eliminate what customers hate and lead your market and customer satisfaction.

Whether you’re selling to consumers or business-to-business (B2B), perfection in the marketplace does not exist. When making buying decisions, customers are faced with an array of imperfect choices.

The best organizations in the world are not only delivering great customer experience, but they’re also taking steps to proactively avoid the things that customers hate. These companies have learned that if you can eliminate what customers hate, you will instantly become the best option in your market.

No company, brand, or service enjoys 100 percent love. There will always be some degree of hate in the mix. Hate is a source of friction, and if there is too much friction, the process of moving products and services— regardless of their high quality—into the hands of customers will grind to a halt.

What Customers Hate will show you how to avoid the common pitfalls that have damaged some of the best organizations and best teams in the world, and how to change the philosophical view of customer experience so you can learn that customer experience is actually an innovation activity.

This customer experience playbook will give you actionable takeaways that include:

How to turn an upset customer into a customer for life, in five easy steps.
Why “haters” will determine your organization’s growth and profitability.
How to thrive in the “experience economy.”
The importance of the five-touch journey mapping.
The impact of hate-love personification.
How to turn your customers into “Evangelists.”
The power of: Attraction, Promotion, Retention, and Avoiding Deflection.
The secrets of the best organizations in the world.

This book is the product of many years of front-line work with some of the top brands in the world and their customers. Set aside the theories and concepts, this is the playbook you need. You’ll find that this approach will make it fast and easy to drive scalable growth, profitability, and most importantly, customer happiness.

About the Author:

Nicholas J. Webb is an award-winning inventor with over 40 US patents, a keynote speaker, and best-selling author.

As a keynote speaker, he has traveled the world, speaking on future trends, personal growth, and innovation.

His best-selling books include What Customers Crave: How to Create Relevant and Memorable Experiences at Every Touchpoint and The Innovation Mandate: The Growth Secrets of the Best Organizations in the World, both of which have been featured on The Marketing Book Podcast.

He currently serves as the CEO of Leader Logic.

And, interesting fact: he is the host and executive producer of a recent award-winning documentary, The Healthcare Cure.

Click here for this episode's website page with the links mentioned during the interview...

https://www.salesartillery.com/marketing-book-podcast/what-customers-hate-nicholas-webb

Next Episode

377 Strikingly Different Selling by Dale Merrill

Strikingly Different Selling: 6 Vital Skills to Stand Out and Sell More by Dale Merrill, Scott Savage, Jennifer Colosimo and Randy Illig

About the Book:

You are competing with the top salespeople in your industry for the same customers. For each sales opportunity, there is only one winner.

What separates a “winner” from the rest of the very best and makes them “strikingly different”? Six years of intensely focused research involving more than 2,800 sales professionals from 135 countries reveals the 6 vital skills that separate top sales performers from the herd. Learn what it takes to be that one winner!

What really works to stand out and sell more? In their book Strikingly Different Selling, Dale Merrill, Scott Savage, Jennifer Colosimo, and Randy Illig (the sales performance experts at FranklinCovey) reveal the secrets to consistent, predictable sales success.

The 6 Vital Skills. The author team found that most consultants and sales professionals believed they were doing a great job in their client interactions. Yet 70 percent of the time client executives felt their meetings with sales professionals were a waste of time. To the authors, this was a major surprise. But, for the “Strikingly Different” sales professionals, there were six things they did to consistently outperform their competitors and radically change their client interactions and results.

Go from being just one of the sales crowd to the superior choice. Read Strikingly Different Selling: 6 Vital Skills to Stand Out and Sell More and learn the details behind the 6 skills.

The 6 vital skills to stand out and sell more:

Capture Attention with Verbal Billboards
Create Excitement with Movie Trailers
Build Confidence with Flashbacks and Flashforwards
Become Essential with “Why Us!” Differentiators
Get Curious and Find the Gaps
Navigate Traffic Lights and Close the Gaps

If you have found books such as SPIN Selling, The Challenger Sale, To Sell is Human, The Secrets of Closing the Sale, or Start with Why to be useful; then your next read should be Strikingly Different Selling.

About the Author:

Dale Merrill is a Global Managing Director in FranklinCovey’s Sales Performance Practice where he helps clients dramatically grow revenues and profitability.

For more than 30 years, Dale has led businesses and helped a wide range of clients solve challenges and win more business around the world including North and South America, Europe, the Middle East, Asia, Africa, and Australia.

Prior to joining Franklin Covey, Dale served in senior executive leadership roles at several different companies, including as President of a 1,500-employee digital services company, as CEO of a private investment company, and as a Partner with a global consulting company.

He is a proud graduate of Brigham Young University and, interesting fact - he is also a Certified Public Accountant.

Click here for this episode's website page with the links mentioned during the interview...

https://www.salesartillery.com/marketing-book-podcast/strikingly-different-selling-dale-merrill