What You Need To Know To Be Better At Sales — There’s A Science To It
In Today’s podcast, Mark and Scott talk to David Hoffeld, founder of TheHoffeldGroup and author of the book, The Science of Selling: Proven Strategies to Make Your Pitch, Influence Decisions, and Close the Deal.
David has a scientific approach to sales, proven to increase sales. He talks about the 6 commitments needed for a successful sale. The biggest commitment and where most sales are lost is why change.
He explains that you have to breakthrough the Status Quo Bias — when people prefer things to stay the same by doing nothing. You have to open them up for change by making them want to change. Find out what appeals to the buyer about the object of the sale, what matters to them.
More important than listening is, what am I listening for?
Listen in as David give examples of how to breakthrough the status quo bias and to hear more about the 6 commitments behind behavioral science and the impact it has on your sales.