The Science of Selling

The Science of Selling
Author: David Hoffeld
Publisher: Penguin
Total Pages: 289
Release: 2022-02-08
Genre: Business & Economics
ISBN: 0143129333

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. **Named one of The 20 Most Highly-Rated Sales Books of All Time by HubSpot

Sell More with Science

Sell More with Science
Author: David Hoffeld
Publisher: Penguin
Total Pages: 256
Release: 2022-03-22
Genre: Business & Economics
ISBN: 0525538747

The groundbreaking system scientifically proven to increase your performance and launch you to unprecedented levels of success. 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.

World Class Selling

World Class Selling
Author: Roy E. Chitwood
Publisher: Book Pub Network
Total Pages: 489
Release: 2011-05-06
Genre: Business & Economics
ISBN: 9781935359760

Selling Science

Selling Science
Author: Dorothy Nelkin
Publisher: W H Freeman & Company
Total Pages: 217
Release: 1995
Genre: Communication in science.
ISBN: 9780716725954

This text discusses how the media cover science and technology. This revised edition replaces cases with current ones. It features a revised analysis to reflect recent changes in the way science is reported, with more attention paid to coverage of scientific fraud, the split between highly critical and promotional treatment of science and the increased role of scientists in the media. The book also includes more coverage of television reporting of science.

Selling Science in the Age of Newton

Selling Science in the Age of Newton
Author: Jeffrey R. Wigelsworth
Publisher: Routledge
Total Pages: 235
Release: 2016-04-01
Genre: Science
ISBN: 1317057333

Selling Science in the Age of Newton explores an often ignored avenue in the popularization of science. It is an investigation of how advertisements in London newspapers (from approximately 1687 to 1727) enticed consumers to purchase products relating to science: books, lecture series, and instruments. London's readers were among the first in Europe to be exposed to regular newspapers and the advertisements contained in them. This occurred just as science began to captivate the nation's imagination due, in part, to Isaac Newton's rising popularity following the publication of his Principia (1687). This unique moment allows us to see how advertising helped shape the initial public reception of science. This book fills a substantial gap in our understanding of science and the culture in which it developed by examining the medium of advertising and its function in the discourse of both early-modern science and commerce. It answers questions such as: what happens to science once it is a commodity; how are consumers tempted to purchase science amidst a sea of other commodities; how is the reading public encouraged to give social acceptance to facts of nature; and how did marketing campaigns craft newspapers readers into a source of validation for the items of science advertised? In an age where the production of scientific knowledge increasingly relied upon sales to many rather than the endorsement of a single wealthy patron, marketing was the key to success.

Lean for Sales

Lean for Sales
Author: Sean Gillespie
Publisher: CRC Press
Total Pages: 196
Release: 2016-02-25
Genre: Business & Economics
ISBN: 1482253151

This groundbreaking book describes the Lean journey as it extends to a business area that is mission critical, yet has been virtually untouched by the Lean transformation. Lean for Sales: Bringing the Science of Lean to the Art of Selling provides sales professionals, and their management teams, with a structured, fact-based approach to boosting sa

Selling ASAP

Selling ASAP
Author: Eli Jones
Publisher: LSU Press
Total Pages: 215
Release: 2012-03-05
Genre: Business & Economics
ISBN: 0807144290

Selling ASAP combines both timely and timeless components of selling to help professionals achieve their sales objectives in today's fast-paced business world. As the authors demonstrate, rapidly changing customer expectations have led to a dramatic shift in the business of selling. Customers no longer want product experts -- they want trusted advisors. This invaluable guide stresses the importance of viewing a sale not as a one-time encounter but as an opportunity to build a long-lasting, mutually beneficial relationship. Utilizing sound academic research and solid business practices, the authors provide strategies for better anticipating client needs and prescribing solutions that build value over time. The professional edition of Selling ASAP includes numerous practical tips, such as how to behave during a sales call, what language to use or avoid, and how to complete a transaction and begin a profitable business relationship. In addition to covering the fundamentals, Selling ASAP offers innovative sales techniques -- backed by extensive research -- for the modern salesperson.

Selling IT

Selling IT
Author: Sandip Mukhopadhyay
Publisher: Taylor & Francis
Total Pages: 231
Release: 2021-09-26
Genre: Business & Economics
ISBN: 1000452581

Information technology (IT) is an essential core of the economy today. Corporations and governments worldwide rely on it to drive their core strategy and develop and execute business models. Amounting to over 3.7 trillion US dollars of worldwide spending, the growing significance of the IT industry in the global economy is now well established. Hence, it is crucial to understand the marketplace within which it exists, and this book presents a systematic analysis of the processes, techniques, and methods involved in IT sales and marketing. In Selling IT, the book: Integrates a large IT provider’s selling process with the enterprise user’s IT buying process to highlight the nuances of selling, marketing, and developing IT solutions that create value for customers Discusses various key concepts such as value-based IT selling, business case for IT acquisition, vendor evaluation and management, account and customer relationship management, customer segmentation, and techniques for customer acquisition and retention Analyses the challenges and opportunities involved in selling digital IT and examines the evolution of jobs and careers based on the changed IT landscape Includes lesson plans, case studies, and chapter-wise practice questions to support teaching and learning The book boasts a robust theoretical foundation supported by a clear exposition of concepts and management theories. It will be of benefit to professionals using organisation-mandated selling processes. Young executives with a technology background looking for a sales and marketing career in the IT industry can also effectively use this book. It will also be an essential read for scholars and researchers in B2B marketing, IT consulting, technology sales, and digital transformation.

Mr. Shmooze

Mr. Shmooze
Author: Richard Abraham
Publisher: John Wiley & Sons
Total Pages: 121
Release: 2010-10-05
Genre: Business & Economics
ISBN: 0470874368

Reorient your selling approach Mr. Shmooze is the parable of a man who reveals the secret shared by all superstar salespeople. Selling, in its most exquisite form, is not about “taking,” nor is it about “persuading.” Selling, believe it or not, is about “giving.” Mr. Shmooze gives for a living. He starts by listening and he quickly comes to understand what people really need. His customers love him because he gives more than he takes. They trust him because he is passionate about their interests. And, at the end of the day, they reward him handsomely for bringing joy, humor and wisdom into their lives. Woven into the story are several powerful lessons for salespeople in all industries who attempt to build relationships as the emotional bridge to their clients. • Bring extraordinary passion and energy to personal communications • Generate contagious, positive feelings, lifting spirits because people buy with their emotions • Make the small, positive gestures that can lead to huge, long-term results • Abraham has had a diverse business career that has established him as a well-known expert on what makes high-performing salespeople Mr. Shmooze gives you the new approach you need to sell like you’ve never sold before!

Selling Science

Selling Science
Author: Stephen E. Mawdsley
Publisher: Rutgers University Press
Total Pages: 233
Release: 2016-08
Genre: Medical
ISBN: 0813574412

Today, when many parents seem reluctant to have their children vaccinated, even with long proven medications, the Salk vaccine trial, which enrolled millions of healthy children to test an unproven medical intervention, seems nothing short of astonishing. In Selling Science, medical historian Stephen E. Mawdsley recounts the untold story of the first large clinical trial to control polio using healthy children—55,000 healthy children—revealing how this long-forgotten incident cleared the path for Salk’s later trial. Mawdsley describes how, in the early 1950s, Dr. William Hammon and the National Foundation for Infantile Paralysis launched a pioneering medical experiment on a previously untried scale. Conducted on over 55,000 healthy children in Texas, Utah, Iowa, and Nebraska, this landmark study assessed the safety and effectiveness of a blood component, gamma globulin, to prevent paralytic polio. The value of the proposed experiment was questioned by many prominent health professionals as it harbored potential health risks, but as Mawdsley points out, compromise and coercion moved it forward. And though the trial returned dubious results, it was presented to the public as a triumph and used to justify a federally sanctioned mass immunization study on thousands of families between 1953 and 1954. Indeed, the concept, conduct, and outcome of the GG study were sold to health professionals, medical researchers, and the public at each stage. At a time when most Americans trusted scientists, their mutual encounter under the auspices of conquering disease was shaped by politics, marketing, and at times, deception. Drawing on oral history interviews, medical journals, newspapers, meeting minutes, and private institutional records, Selling Science sheds light on the ethics of scientific conduct, and on the power of marketing to shape public opinion about medical experimentation.