Close cookie details

This site uses cookies. Learn more about cookies.

OverDrive would like to use cookies to store information on your computer to improve your user experience at our Website. One of the cookies we use is critical for certain aspects of the site to operate and has already been set. You may delete and block all cookies from this site, but this could affect certain features or services of the site. To find out more about the cookies we use and how to delete them, click here to see our Privacy Policy.

If you do not wish to continue, please click here to exit this site.

Hide notification

  Main Nav
The Science of Selling
Cover of The Science of Selling
The Science of Selling
Proven Strategies to Make Your Pitch, Influence Decisions, and Close the Deal
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.
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.
Available formats-
  • Kindle Book
  • OverDrive Read
  • EPUB eBook
Subjects-
Languages:-
Copies-
  • Available:
    0
  • Library copies:
    1
Levels-
  • ATOS:
  • Lexile:
  • Interest Level:
  • Text Difficulty:

Recommended for you

Reviews-
  • Publisher's Weekly

    August 22, 2016
    Sales is due for a revolution—a revolution of data and scientifically backed methods, says Hoffeld, CEO of the Hoffeld Group consulting firm, in this crisp, unmissable guide. He observes that one out of every nine employees in the United States works in a sales-focused role, and yet sales training is woefully out of date, never having been sufficiently adapted to the Internet age. Salespeople tend to rely on their individual experience, rather than factual evidence or research-based data. As a result, customers remain a mystery to salespeople. Meanwhile, thanks to the Internet, customers are now more informed about products than they’ve ever been, and salespeople are left at a distinct disadvantage. Hoffeld describes embarking on a nearly 10-year-long research project, applying stringent data to sales techniques. Influence, he discovered, is the “foundation of selling,” and everyone, not just professional salespeople, can benefit by applying the “science of influence” to their efforts. The main focus is not on how salespeople sell but on how customers buy and make decisions. Hoffeld’s deft guidebook is a must-read for salespeople unsatisfied with anecdotal data and hungry for real data to improve their techniques.

Title Information+
  • Publisher
    Penguin Publishing Group
  • Kindle Book
    Release date:
  • OverDrive Read
    Release date:
  • EPUB eBook
    Release date:
Digital Rights Information+
  • Copyright Protection (DRM) required by the Publisher may be applied to this title to limit or prohibit printing or copying. File sharing or redistribution is prohibited. Your rights to access this material expire at the end of the lending period. Please see Important Notice about Copyrighted Materials for terms applicable to this content.

Status bar:

You've reached your checkout limit.

Visit your Checkouts page to manage your titles.

Close

You already have this title checked out.

Want to go to your Checkouts?

Close

Recommendation Limit Reached.

You've reached the maximum number of titles you can recommend at this time. You can recommend up to 3 titles every 7 day(s).

Close

Sign in to recommend this title.

Recommend your library consider adding this title to the Digital Collection.

Close

Enhanced Details

Close
Close

Limited availability

Availability can change throughout the month based on the library's budget.

is available for days.

Once playback starts, you have hours to view the title.

Close

Permissions

Close

The OverDrive Read format of this eBook has professional narration that plays while you read in your browser. Learn more here.

Close

Holds

Total holds:


Close

Restricted

Some format options have been disabled. You may see additional download options outside of this network.

Close

You've reached your library's checkout limit for digital titles.

To make room for more checkouts, you may be able to return titles from your Checkouts page.

Close

Excessive Checkout Limit Reached.

There have been too many titles checked out and returned by your account within a short period of time.

Try again in several days. If you are still not able to check out titles after 7 days, please contact Support.

Close

You have already checked out this title. To access it, return to your Checkouts page.

Close

This title is not available for your card type. If you think this is an error contact support.

Close

An unexpected error has occurred.

If this problem persists, please contact support.

Close

Close

NOTE: Barnes and Noble® may change this list of devices at any time.

Close
Buy it now
and help our library WIN!
The Science of Selling
The Science of Selling
Proven Strategies to Make Your Pitch, Influence Decisions, and Close the Deal
David Hoffeld
Choose a retail partner below to buy this title for yourself.
A portion of this purchase goes to support your library.
Clicking on the 'Buy It Now' link will cause you to leave the library download platform website. The content of the retail website is not controlled by the library. Please be aware that the website does not have the same privacy policy as the library or its service providers.
Close
Close

There are no copies of this issue left to borrow. Please try to borrow this title again when a new issue is released.

Close
Barnes & Noble Sign In |   Sign In

You will be prompted to sign into your library account on the next page.

If this is your first time selecting “Send to NOOK,” you will then be taken to a Barnes & Noble page to sign into (or create) your NOOK account. You should only have to sign into your NOOK account once to link it to your library account. After this one-time step, periodicals will be automatically sent to your NOOK account when you select "Send to NOOK."

The first time you select “Send to NOOK,” you will be taken to a Barnes & Noble page to sign into (or create) your NOOK account. You should only have to sign into your NOOK account once to link it to your library account. After this one-time step, periodicals will be automatically sent to your NOOK account when you select "Send to NOOK."

You can read periodicals on any NOOK tablet or in the free NOOK reading app for iOS, Android or Windows 8.

Accept to ContinueCancel