The Science of Selling
Proven Strategies to Make Your Pitch, Influence Decisions, and Close the Deal
Failed to add items
Add to Cart failed.
Add to Wish List failed.
Remove from wish list failed.
Follow podcast failed
Unfollow podcast failed
Buy Now for $20.40
No default payment method selected.
We are sorry. We are not allowed to sell this product with the selected payment method
-
Narrated by:
-
David Hoffeld
-
Written by:
-
David Hoffeld
About this listen
The revolutionary sales approach scientifically proven to dramatically improve your sales and business success.
Did you know that nearly half of salespeople fail to meet their quotas every year? Or that many of the most common sales behaviors drive down sales performance? In today's fiercely competitive marketplace, you can't afford to lose sales that should be yours. But with so much conflicting advice from self-proclaimed "gurus", how do you know which sales strategies actually work?
Leading sales trainer, researcher, and CEO of Hoffeld Group David Hoffeld has the answer. 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.
©2016 David Hoffeld (P)2016 Penguin AudioYou may also enjoy...
-
A Mind for Sales
- Daily Habits and Practical Strategies for Sales Success
- Written by: Mark Hunter CSP
- Narrated by: Mark Hunter CSP, Henry O. Arnold
- Length: 4 hrs and 52 mins
- Unabridged
-
Overall
-
Performance
-
Story
Mark Hunter’s own start in sales was inauspicious, to say the least. He was fired from his first two stints before he began to learn the lessons that he covers in A Mind for Sales. He discovered that sales can be incredibly rewarding, such as when your customers call you for advice, thanking you for improving their business, and letting you know they just referred you to colleagues. The difference is simply developing mindset and momentum habits.
-
-
Get your mind right
- By Bronson on 2022-01-20
Written by: Mark Hunter CSP
-
The Introvert’s Edge to Networking
- Work the Room. Leverage Social Media. Develop Powerful Connections
- Written by: Matthew Pollard, Derek Lewis - contributor, Jeb Blount - foreword
- Narrated by: Jamie Jackson, Matthew Pollard, Jeb Blount
- Length: 7 hrs and 29 mins
- Unabridged
-
Overall
-
Performance
-
Story
One of the biggest myths that plagues the business world today is that our ability to network depends on having the “gift-of-gab”. You don’t have to be outgoing to be successful at networking. You don’t have to become a relentless self-promoter. In fact, you don’t have to act like an extrovert at all. Matthew Pollard, an introvert himself, draws on over a decade of research and real-world examples to provide an actionable blueprint for introverted networking.
-
-
Game Changer for this Extrovert!
- By Scott King on 2021-09-30
Written by: Matthew Pollard, and others
-
The Psychology of Selling
- Increase Your Sales Faster and Easier Than You Ever Thought Possible
- Written by: Brian Tracy
- Narrated by: Brian Tracy
- Length: 6 hrs and 18 mins
- Unabridged
-
Overall
-
Performance
-
Story
Brian Tracy, one of the top professional speakers and sales trainers in the world today, found that his most important breakthrough in selling was the discovery that it is the "Psychology of Selling" that is more important than the techniques and methods of selling.
-
-
best book on selling of all time.
- By tristan on 2019-07-09
Written by: Brian Tracy
-
Exactly What to Say: For Real Estate Agents
- Written by: Chris Smith, Jimmy Mackin, Phil M Jones
- Narrated by: Phil Jones, Chris Smith, Jimmy Mackin
- Length: 2 hrs and 14 mins
- Unabridged
-
Overall
-
Performance
-
Story
In Exactly What to Say: For Real Estate Agents, Phil M. Jones, Chris Smith, and Jimmy Mackin provide 30 Magic Words to help with the most common, critical, and difficult conversations real estate agents have today. If you are open-minded to a better way of selling, this book is for you. Imagine what it is going to feel like knowing exactly what to say when it matters the most.
-
-
Great scripts
- By Anonymous User on 2021-04-11
Written by: Chris Smith, and others
-
People Buy You
- The Real Secret to What Matters Most in Business
- Written by: Jeb Blount
- Narrated by: Mel Foster
- Length: 4 hrs and 59 mins
- Unabridged
-
Overall
-
Performance
-
Story
What is most important to your success as a sales or business professional? Is it education, experience, product knowledge, job title, territory, or business dress? Is it your company's reputation, product, price, marketing collateral, delivery lead times, in stock ratios, service guarantees, management strength, or warehouse location? Is it testimonials, the latest Forbes write up, or brand awareness? Is it the investment in the latest CRM software, business 2.0 tools, or social media strategy?
-
-
snooze feast
- By Michael Song on 2024-10-09
Written by: Jeb Blount
-
The Art of Thinking Clearly
- Written by: Rolf Dobelli
- Narrated by: Eric Conger
- Length: 7 hrs and 49 mins
- Unabridged
-
Overall
-
Performance
-
Story
A novelist, thinker, and entrepreneur, Rolf Dobelli deftly shows that in order to lead happier, more prosperous lives, we don't need extra cunning, new ideas, shiny gadgets, or more frantic hyperactivity - all we need is less irrationality. Simple, clear, and always surprising, this indispensable audiobook will change the way you think and transform your decision making - at work, at home, every day.
-
-
A very unexpected read.
- By FrankCo on 2018-09-17
Written by: Rolf Dobelli
-
A Mind for Sales
- Daily Habits and Practical Strategies for Sales Success
- Written by: Mark Hunter CSP
- Narrated by: Mark Hunter CSP, Henry O. Arnold
- Length: 4 hrs and 52 mins
- Unabridged
-
Overall
-
Performance
-
Story
Mark Hunter’s own start in sales was inauspicious, to say the least. He was fired from his first two stints before he began to learn the lessons that he covers in A Mind for Sales. He discovered that sales can be incredibly rewarding, such as when your customers call you for advice, thanking you for improving their business, and letting you know they just referred you to colleagues. The difference is simply developing mindset and momentum habits.
-
-
Get your mind right
- By Bronson on 2022-01-20
Written by: Mark Hunter CSP
-
The Introvert’s Edge to Networking
- Work the Room. Leverage Social Media. Develop Powerful Connections
- Written by: Matthew Pollard, Derek Lewis - contributor, Jeb Blount - foreword
- Narrated by: Jamie Jackson, Matthew Pollard, Jeb Blount
- Length: 7 hrs and 29 mins
- Unabridged
-
Overall
-
Performance
-
Story
One of the biggest myths that plagues the business world today is that our ability to network depends on having the “gift-of-gab”. You don’t have to be outgoing to be successful at networking. You don’t have to become a relentless self-promoter. In fact, you don’t have to act like an extrovert at all. Matthew Pollard, an introvert himself, draws on over a decade of research and real-world examples to provide an actionable blueprint for introverted networking.
-
-
Game Changer for this Extrovert!
- By Scott King on 2021-09-30
Written by: Matthew Pollard, and others
-
The Psychology of Selling
- Increase Your Sales Faster and Easier Than You Ever Thought Possible
- Written by: Brian Tracy
- Narrated by: Brian Tracy
- Length: 6 hrs and 18 mins
- Unabridged
-
Overall
-
Performance
-
Story
Brian Tracy, one of the top professional speakers and sales trainers in the world today, found that his most important breakthrough in selling was the discovery that it is the "Psychology of Selling" that is more important than the techniques and methods of selling.
-
-
best book on selling of all time.
- By tristan on 2019-07-09
Written by: Brian Tracy
-
Exactly What to Say: For Real Estate Agents
- Written by: Chris Smith, Jimmy Mackin, Phil M Jones
- Narrated by: Phil Jones, Chris Smith, Jimmy Mackin
- Length: 2 hrs and 14 mins
- Unabridged
-
Overall
-
Performance
-
Story
In Exactly What to Say: For Real Estate Agents, Phil M. Jones, Chris Smith, and Jimmy Mackin provide 30 Magic Words to help with the most common, critical, and difficult conversations real estate agents have today. If you are open-minded to a better way of selling, this book is for you. Imagine what it is going to feel like knowing exactly what to say when it matters the most.
-
-
Great scripts
- By Anonymous User on 2021-04-11
Written by: Chris Smith, and others
-
People Buy You
- The Real Secret to What Matters Most in Business
- Written by: Jeb Blount
- Narrated by: Mel Foster
- Length: 4 hrs and 59 mins
- Unabridged
-
Overall
-
Performance
-
Story
What is most important to your success as a sales or business professional? Is it education, experience, product knowledge, job title, territory, or business dress? Is it your company's reputation, product, price, marketing collateral, delivery lead times, in stock ratios, service guarantees, management strength, or warehouse location? Is it testimonials, the latest Forbes write up, or brand awareness? Is it the investment in the latest CRM software, business 2.0 tools, or social media strategy?
-
-
snooze feast
- By Michael Song on 2024-10-09
Written by: Jeb Blount
-
The Art of Thinking Clearly
- Written by: Rolf Dobelli
- Narrated by: Eric Conger
- Length: 7 hrs and 49 mins
- Unabridged
-
Overall
-
Performance
-
Story
A novelist, thinker, and entrepreneur, Rolf Dobelli deftly shows that in order to lead happier, more prosperous lives, we don't need extra cunning, new ideas, shiny gadgets, or more frantic hyperactivity - all we need is less irrationality. Simple, clear, and always surprising, this indispensable audiobook will change the way you think and transform your decision making - at work, at home, every day.
-
-
A very unexpected read.
- By FrankCo on 2018-09-17
Written by: Rolf Dobelli
-
When Buyers Say No
- Essential Strategies for Keeping a Sale Moving Forward
- Written by: Tom Hopkins, Ben Katt
- Narrated by: Pete Larkin
- Length: 7 hrs and 58 mins
- Unabridged
-
Overall
-
Performance
-
Story
This is a complete and practical guide which highlights the authors' new strategic approaches to selling when the buyer initially declines or is resistant on a sales opportunity. The authors introduce a novel concept called the Circle of Persuasion which offers sales reps a new approach in this potentially tricky process. Along the way, When Buyers Say No details prescriptive steps and even sample dialogues that will instruct and guide sales professionals on how to best cultivate buyer-seller relationships.
Written by: Tom Hopkins, and others
-
Gap Selling: Getting the Customer to Yes
- How Problem-Centric Selling Increases Sales by Changing Everything You Know About Relationships, Overcoming Objections, Closing and Price
- Written by: Keenan
- Narrated by: Keenan
- Length: 5 hrs and 47 mins
- Unabridged
-
Overall
-
Performance
-
Story
People don't buy from people they like. No! Your buyer doesn't care about you or your product or service. It's not your job to overcome objections, it's your buyer's. Closing isn't a skill of good salespeople; it's the skill of weak salespeople. Price isn't the main reason salespeople lose the sale. Gap Selling shreds traditional and closely held sales beliefs that have been hurting salespeople for decades. For years, salespeople have embraced a myriad of sales tactics and belief systems that have unknowingly created many of the issues they have been trying to avoid.
-
-
Great book for Selling!
- By linh Diep on 2021-01-12
Written by: Keenan
-
What Successful People Know About Leadership
- Advice from America's #1 Leadership Authority
- Written by: John C. Maxwell
- Narrated by: Chris Sorensen
- Length: 3 hrs and 56 mins
- Unabridged
-
Overall
-
Performance
-
Story
Number one New York Times best-selling author John C. Maxwell responds to the most popular questions he's received to help listeners achieve greater success. John Maxwell, America's number one leadership authority, has mastered the art of asking questions, using them to learn and grow, connect with people, challenge himself, improve his team, and develop better ideas. In this compact derivative of Good Leaders Ask Great Questions, he gives detailed answers to the most popular and intriguing questions posed to him by people at all stages of their careers.
-
-
Great content/poor narration
- By Kyle Bennett on 2022-11-03
Written by: John C. Maxwell
-
Invested
- How Warren Buffett and Charlie Munger Taught Me to Master My Mind, My Emotions, and My Money (with a Little Help from My Dad)
- Written by: Danielle Town, Phil Town
- Narrated by: Danielle Town, Phil Town
- Length: 10 hrs and 19 mins
- Unabridged
-
Overall
-
Performance
-
Story
In this essential handbook - a blend of Rich Dad, Poor Dad and The Happiness Project - the cohost of the wildly popular InvestED podcast shares her yearlong journey learning to invest, as taught to her by her father, investor and best-selling author Phil Town.
-
-
insightful
- By Amazon Customer on 2018-07-27
Written by: Danielle Town, and others
-
Sell It Like Serhant
- How to Sell More, Earn More, and Become the Ultimate Sales Machine
- Written by: Ryan Serhant
- Narrated by: Ryan Serhant
- Length: 6 hrs and 13 mins
- Unabridged
-
Overall
-
Performance
-
Story
Through useful lessons, lively stories, and vivid examples, this book shows you how to employ Serhant's principles to increase profits and achieve success. Your measure of a good day will no longer depend on one deal or one client, wondering what comes next; the next deal is already happening. And Serhant's practical guidance will show you how to juggle multiple deals at once and close all of them. Every. Single. Time.
-
-
Serhant Needs to Put Out More Books!
- By Amazon Customer on 2019-04-10
Written by: Ryan Serhant
-
The Challenger Sale
- Taking Control of the Customer Conversation
- Written by: Matthew Dixon, Brent Adamson
- Narrated by: Matthew Dixon, Brent Adamson
- Length: 5 hrs and 43 mins
- Unabridged
-
Overall
-
Performance
-
Story
The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades.
-
-
meh...
- By Gaff2049 on 2019-12-05
Written by: Matthew Dixon, and others
-
Way of the Wolf
- Straight Line Selling: Master the Art of Persuasion, Influence, and Success
- Written by: Jordan Belfort
- Narrated by: Jordan Belfort
- Length: 7 hrs and 48 mins
- Unabridged
-
Overall
-
Performance
-
Story
For the first time ever, Jordan Belfort opens his playbook and gives listeners access to his exclusive step-by-step system - the same system he used to create massive wealth for himself, his clients, and his sales teams. Until now, this revolutionary program was available only through Jordan's $1,997 online training. Now, in Way of the Wolf, Belfort is ready to unleash the power of persuasion to a whole new generation of listeners, revealing how anyone can bounce back from devastating setbacks, master the art of persuasion, and build wealth.
-
-
Fluff
- By Darren on 2024-09-21
Written by: Jordan Belfort
-
The Miracle Power of Your Mind
- The Joseph Murphy Treasury
- Written by: Joseph Murphy
- Narrated by: Sean Pratt
- Length: 62 hrs and 6 mins
- Unabridged
-
Overall
-
Performance
-
Story
An unprecedented collection of rare and life-changing classics from the pioneering author of The Power of Your Subconscious Mind. This new classic audio pulls together, in one convenient and inspiring compendium, some of the rarest and most extraordinary books by mind-power master Joseph Murphy.
-
-
To much Bible talk
- By Amazon Customer on 2023-01-10
Written by: Joseph Murphy
-
Ultralearning
- Master Hard Skills, Outsmart the Competition, and Accelerate Your Career
- Written by: Scott H. Young
- Narrated by: Scott H. Young
- Length: 7 hrs and 46 mins
- Unabridged
-
Overall
-
Performance
-
Story
Future-proof your career and maximize your competitive advantage by learning the skill necessary to stay relevant, reinvent yourself, and adapt to whatever the workplace throws your way in this essential guide. Scott Young incorporates the latest research about the most effective learning methods and the stories of other ultralearners like himself - among them Ben Franklin, Judit Polgar, and Richard Feynman, as well as a host of others, such as little-known modern polymaths like Nigel Richards who won the World Championship of French Scrabble - without knowing French.
-
-
Extremely helpful tool, even for regular learning
- By Robert Godin on 2019-09-30
Written by: Scott H. Young
-
The Introvert's Edge
- How the Quiet and Shy Can Outsell Anyone
- Written by: Matthew Pollard
- Narrated by: Jamie Jackson
- Length: 4 hrs and 57 mins
- Unabridged
-
Overall
-
Performance
-
Story
Sales is a skill anyone can learn and master - and introverts are especially good at it once they learn how to leverage their natural strengths. Introverts aren't comfortable with traditional tactics like aggressively pushing a product or talking over a customer's objections. That's the beauty of The Introvert's Edge: it doesn't focus on the sale itself but on a sales system that helps introverts feel sincere instead of sales-y.
-
-
book review
- By Zoey on 2024-04-28
Written by: Matthew Pollard
-
On Grand Strategy
- Written by: John Lewis Gaddis
- Narrated by: Mike Chamberlain
- Length: 11 hrs and 2 mins
- Unabridged
-
Overall
-
Performance
-
Story
For over 20 years, a select group of Yale undergraduates has been admitted into the year-long "Grand Strategy" seminar team-taught by John Lewis Gaddis and Paul Kennedy. Its purpose: to provide a grounding in strategic decision-making in the face of crisis to prepare future American leaders for important work. Now, John Lewis Gaddis has transposed the experience of that course into a wonderfully succinct, lucid and inspirational book, a view from the commanding heights of statesmanship across the landscape of world history from the ancient Greeks to Lincoln, and beyond.
-
-
An AI reader could do better
- By PhCh on 2024-05-16
Written by: John Lewis Gaddis
-
The Power of Neurodiversity
- Unleashing the Advantages of Your Differently Wired Brain
- Written by: Thomas Armstrong PhD
- Narrated by: Mike Lenz
- Length: 7 hrs and 31 mins
- Unabridged
-
Overall
-
Performance
-
Story
From ADHD and dyslexia to autism, the number of diagnosis categories listed by the American Psychiatric Association has tripled in the last fifty years. With so many affected, it is time to revisit our perceptions of people with disabilities. Psychologist and educator Thomas Armstrong illuminates a new understanding of neuropsychological disorders. He argues that if they are a part of the natural diversity of the human brain, they cannot simply be defined as illnesses. Armstrong explores the evolutionary advantages, special skills, and other positive dimensions of these conditions.
-
-
Valuing Differences
- By Amazon Customer on 2023-12-31
Written by: Thomas Armstrong PhD
What the critics say
“Everyone needs to sell, not just the sales professional. This book shares top selling strategies backed by scientific data on how the mind makes trust and buying decisions, so you get best practice and the proof behind what makes them so effective.” (Forbes)
“A crisp, unmissable guide.... Hoffeld's deft guidebook is a must-read for salespeople unsatisfied with anecdotal evidence and hungry for real data to improve their techniques.” (Publishers Weekly)
“A terrific book! Sales trainer David Hoffeld has built his selling methods on a solid foundation of science. Let his research-based insights into why people buy help you increase sales and retain loyal customers.” (Daniel H. Pink, best-selling author of To Sell Is Human)
What listeners say about The Science of Selling
Average Customer RatingsReviews - Please select the tabs below to change the source of reviews.
-
Overall
-
Performance
-
Story
- Amazon Customer
- 2023-02-04
Great book. Needs a new voice actor.
Great book but I can’t get over the fact that the Narrator’s voice was beyond annoying. His nasally voice is simply unacceptable, I guess it was narrated by the author; he definitely needs to stick to writing… Very valuable info in here so I forced myself through it but it pained me the whole time. Note to the author: hire a vocal coach!
Something went wrong. Please try again in a few minutes.
You voted on this review!
You reported this review!
-
Overall
-
Performance
-
Story
- Sayem
- 2024-10-28
the voice of the narrator is annoying
it's a torture to listen to him. voice coming from nose and kind of gave me a headache. I hope audible takes this matter into consideration.
giving the listener multiple options would be awesome. with the arrival of AI I believe that's not hard anymore
Something went wrong. Please try again in a few minutes.
You voted on this review!
You reported this review!
-
Overall
-
Performance
-
Story
- Amazon Customer
- 2018-04-04
pinched nose reader. lots of filler
I'm sure there's a lot to be taken from this book. which I was quite looking forward to. However I'm almost an hour into it and all that I've gotten is the same point repeated over and over just with different words. That scientific method is the way to go. Yes, I get that. I got that the first time no need to repeat it 6 times like your a high school student trying to achieve the minimum word count required for their book report.
Ontop of the huge filler everything is read by a man who is so nasally that I mistook him for that Jewish girl from The Nanny.
Between the two factors I've stopped listening and would not recommend this audiobook.
Something went wrong. Please try again in a few minutes.
You voted on this review!
You reported this review!
1 person found this helpful
-
Overall
-
Performance
-
Story
- Greg Gannon
- 2020-02-06
the worst narrator
I'm sure this is a great book but I couldn't make it past chapter 2. The nasally naration is like getting poked in the ears with a hot metal rod. Permanently shelved this one.
Something went wrong. Please try again in a few minutes.
You voted on this review!
You reported this review!