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Emotions and the Science of Selling

“People buy on emotions and justify with logic.” – David Hoffeld    The following is from the book The Science of Selling, by David Hoffeld. Remember the Sales (Buying) Formula: BD=f(SW, ES) BD is the buying decision, f is the function of Six...

Six Why’s of the Buying Formula

“The more your selling efforts are aligned with how the brain naturally formulates buying decisions, the more successful you will be.” – David Hoffeld  The following is from the book The Science of Selling, by David Hoffeld. Let’s review what...

Hiring A Level Salespeople

The following is from the book The Science of Selling, by David Hoffeld. “A survey of 100 global companies found their mis-hire rate for salespeople was an astounding 80%.” If they can’t get it right how the heck are you going to? Well we will look...

Compensating/Motivating Sales

Based on science, not old beliefs and common knowledge, how do we compensate and motivate sales people? David Hoffeld breaks a lot of self limiting beliefs and brings us scientific facts about how to do this effectively based on the how our brains work. Here are two 4...

The Science of Selling

Featured below is an hour long webinar with the author of the new book The Science of Selling, David Hoffeld. In recent posts I introduced you to his scientific based processes to hire and coach great salespeople. Now I want to introduce you to his scientific sales...

Do You Have A Sales Growth Mind Set?

From David Hoffeld This is one guest article of many to come about “The Science of Selling”, an exciting new book that finally applies science, and what we are finding about how we think about buying, to sales. For years, many in the sales community have...