Sell More with Science: The Mindsets, Traits, and Behaviors That Create Sales Success

Sales trainer and consultant Hoffeld relies on experiments and surveys conducted primarily by social scientists of various stripes as the basis for his sales training as well as for this title. The book presents findings in social science research about selling and how these discoveries should and can guide sales representatives and sales managers in their work. Hoffeld writes that changing one’s approach to selling from a conventional method to one based on science requires a lot of hard work and practice. The book provides exercises to help apply some of the recommendations. It also includes anecdotal and fictional stories that illustrate how certain science-based changes might work in real life. While this book aims to be practical, it is not a collection of shortcuts and simplifications. For example, one chapter presents seven science-based strategies for meeting one’s sales goals. The discussion of each strategy is substantive, and it may take some time for readers to fully absorb each point.