The Science of Selling by David Hoffeld Summary
Overview of The Science of Selling
Revolutionize your sales approach with David Hoffeld's science-backed methodology, named among "The 20 Most Highly-Rated Sales Books of All Time." What if the key to closing deals isn't charisma, but neuroscience? Daniel Pink calls it "terrific" - your brain-aligned selling blueprint awaits.
Similar books to The Science of Selling
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지식을 흥미롭고 예시가 풍부한 인사이트로 전환
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핵심 내용
The Science Behind Why People Buy
Ever wonder why some salespeople consistently outperform others selling identical products? The answer isn't charisma or luck - it's science. After a decade of research synthesizing findings from social psychology, neuroscience, and behavioral economics, David Hoffeld discovered that traditional sales methods often directly contradict how humans actually make decisions. The evidence is striking: when companies implement science-based selling techniques, they've seen closing rates increase by up to 92% and revenue growth of 156%. This matters tremendously because today's buyers complete 60% of their purchasing research before ever engaging with sellers, leaving no room for error when salespeople finally get their opportunity. The problem runs deep - research shows only 37% of salespeople consistently perform effectively, while the remaining 63% engage in behaviors that actively reduce their performance. Most sales training remains stuck in outdated approaches, with 85-90% producing no lasting positive impact. Why? Because selling has traditionally focused on techniques rather than on how people actually buy. The persistent myth that extroverts make the best salespeople has been thoroughly debunked - research shows that ambiverts (those between introvert and extravert) generate the highest revenue, outperforming both introverts and extraverts by significant margins.
The Dual Pathways and Six Steps of Buying Decisions
Emotions: The Hidden Driver of Decisions
The Power of Strategic Questions
From Features to Meaningful Value
The Psychology of Commitment
Bringing Science to Your Sales Approach
빠른 요약 모드 - The Science of Selling 요약을 9분 만에 읽거나 듣기
The Science of Selling의 핵심 아이디어를 이해하기 쉬운 포인트로 분해하여 혁신적인 팀이 어떻게 창조하고, 협력하고, 성장하는지 이해합니다.
플래시 카드 모드 - The Science of Selling에서 엄선한 10가지 핵심 인사이트
The Science of Selling을 빠른 기억 단서로 압축하여 솔직함, 팀워크, 창의적 회복력의 핵심 원칙을 강조합니다.
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무엇이든 물어보고, 목소리를 선택하고, 진정으로 공감되는 인사이트를 함께 만들어보세요.
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"Perfect balance between learning and entertainment. Finished ‘Thinking, Fast and Slow’ on my commute this week."
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"Reading used to feel like a chore. Now it’s just part of my lifestyle."
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"BeFreed turned my guilty doomscrolling into something that feels productive and inspiring."
"BeFreed turned my commute into learning time. 20-min podcasts are perfect for finishing books I never had time for."
"BeFreed replaced my podcast queue. Imagine Spotify for books — that’s it. 🙌"
"It is great for me to learn something from the book without reading it."
"The themed book list podcasts help me connect ideas across authors—like a guided audio journey."
"Makes me feel smarter every time before going to work"
샌프란시스코에서 컬럼비아 대학교 동문들이 만들었습니다
"Instead of endless scrolling, I just hit play on BeFreed. It saves me so much time."
"I never knew where to start with nonfiction—BeFreed’s book lists turned into podcasts gave me a clear path."
"Perfect balance between learning and entertainment. Finished ‘Thinking, Fast and Slow’ on my commute this week."
"Crazy how much I learned while walking the dog. BeFreed = small habits → big gains."
"Reading used to feel like a chore. Now it’s just part of my lifestyle."
"Feels effortless compared to reading. I’ve finished 6 books this month already."
"BeFreed turned my guilty doomscrolling into something that feels productive and inspiring."
"BeFreed turned my commute into learning time. 20-min podcasts are perfect for finishing books I never had time for."
"BeFreed replaced my podcast queue. Imagine Spotify for books — that’s it. 🙌"
"It is great for me to learn something from the book without reading it."
"The themed book list podcasts help me connect ideas across authors—like a guided audio journey."
"Makes me feel smarter every time before going to work"
"Instead of endless scrolling, I just hit play on BeFreed. It saves me so much time."
"I never knew where to start with nonfiction—BeFreed’s book lists turned into podcasts gave me a clear path."
"Perfect balance between learning and entertainment. Finished ‘Thinking, Fast and Slow’ on my commute this week."
"Crazy how much I learned while walking the dog. BeFreed = small habits → big gains."
"Reading used to feel like a chore. Now it’s just part of my lifestyle."
"Feels effortless compared to reading. I’ve finished 6 books this month already."
"BeFreed turned my guilty doomscrolling into something that feels productive and inspiring."
"BeFreed turned my commute into learning time. 20-min podcasts are perfect for finishing books I never had time for."
"BeFreed replaced my podcast queue. Imagine Spotify for books — that’s it. 🙌"
"It is great for me to learn something from the book without reading it."
"The themed book list podcasts help me connect ideas across authors—like a guided audio journey."
"Makes me feel smarter every time before going to work"
"Instead of endless scrolling, I just hit play on BeFreed. It saves me so much time."
"I never knew where to start with nonfiction—BeFreed’s book lists turned into podcasts gave me a clear path."
"Perfect balance between learning and entertainment. Finished ‘Thinking, Fast and Slow’ on my commute this week."
"Crazy how much I learned while walking the dog. BeFreed = small habits → big gains."
"Reading used to feel like a chore. Now it’s just part of my lifestyle."
"Feels effortless compared to reading. I’ve finished 6 books this month already."
"BeFreed turned my guilty doomscrolling into something that feels productive and inspiring."
"BeFreed turned my commute into learning time. 20-min podcasts are perfect for finishing books I never had time for."
"BeFreed replaced my podcast queue. Imagine Spotify for books — that’s it. 🙌"
"It is great for me to learn something from the book without reading it."
"The themed book list podcasts help me connect ideas across authors—like a guided audio journey."
"Makes me feel smarter every time before going to work"
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