The Science of Selling
David Hoffeld
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The Science of Selling podcast provides listeners with actionable sales strategies based on neuroscience and behavioral science that have been proven to radically increase sales. The host of the podcast is the CEO and Chief Sales trainer at Hoffeld Group, David Hoffeld. David is the author of the bestselling books, The Science of Selling and Sell More With Science. He is a sought after sales speaker and trainer who provides sales training to the most successful companies in the world. He's been featured in Fast Company, Fortune, US News and World Report, The Wall Street Journal, Forbes, Harvard Business Review, CBS Radio. Website: www.hoffeldgroup.com Contact: info@hoffeldgroup.com
Available episodes
Newest first
Oldest first
Dec 6, 2022
Last Episode
David gives an important announcement regarding The Science of Selling Podcast
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Nov 29, 2022
Pursue Hard Things
Why pursuing hard goals will improve your life and career more than settling for the easy way
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Nov 22, 2022
Grow Your Grit
Learn three science-backed ways to become grittier
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Nov 15, 2022
Insights From Sell More With Science
Learn powerful science-backed insights from David Hoffeld's newest book Sell More With Science.
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Nov 8, 2022
Eliminate Complacency
Learn how to destroy complacency and develop a plan for growth
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Nov 1, 2022
Strengthen Your Growth Mindset
Learn practical principles for enhancing your growth mindset
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Oct 25, 2022
Healthy Confidence vs Blind Overconfidence
Learn the science of avoiding overconfidence and how to develop healthy confidence
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Oct 18, 2022
Your Sales Consistency Plan
Learn how to create your own sales consistency plan
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Oct 11, 2022
Insights From The Science of Selling
David shares some key ideas from his best-selling book The Science of Selling
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Oct 4, 2022
Selling Is Serving
Learn a mindset that will help you maintain your integrity and also sell more
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Sep 27, 2022
The Worst Salespeople
Learn the six behaviors that worst salespeople do what you can do to avoid them
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Sep 20, 2022
Powerful Sales Demos
Learn the six principles that will guide you in delivering compelling sales demos
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Sep 13, 2022
The Science of Negotiating
Learn how to leverage science to take your ability to negotiate to the next level
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Sep 6, 2022
Books That Improve Sales
David Hoffeld shares seven books that will help you improve your sales effectiveness and results
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Aug 30, 2022
Central Route of Influence
Learn how to get buyers to commit to the central route of influence and what you can do it they don't make these key commitments.
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Aug 23, 2022
Peripheral Route of Influence
Learn how to use the peripheral route of influence to sell more
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Aug 16, 2022
How Influence Occurs
Learn the science of how influence occurs within the sale
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Aug 9, 2022
A Good Sales Process
Learn the science behind creating or enhancing a sales process
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Aug 2, 2022
Ask Me Anything
David answers a variety of questions from listners
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Jul 26, 2022
Two Sales Presentation Principles
Learn two little known science-backed principles that have been shown to improve any sales presentation
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Jul 19, 2022
Buyer First vs Seller First
Learn how modern selling is based on seller’s preferences, not the buyer’s and what you can do to make sure you serve buyers throughout the sale
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Jul 12, 2022
Beginning A Sales Career
Seven things you should focus on when beginning your sales career
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Jul 5, 2022
Sales Controversy
Learn about how to leverage the power of Self-Perception Theory when selling
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Jun 28, 2022
Sell Better Faster
Learn how your brain learns and how to get better at selling quickly
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Jun 21, 2022
Comfort Is The Enemy
Learn why comfort is an obstacle to acheiving your goals and the life you want to create
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Jun 14, 2022
The State of Selling
Learn about today's marketplace and the biggest opportunity and challenge in selling
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Jun 7, 2022
Sales & Marketing Collaboration
Using the Six Whys to align and improve the effectiveness of sales and marketing
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May 31, 2022
Speed To Lead
Learn the data that shows when you should contact your leads
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May 24, 2022
Rules For Obtaining New Clients
Learn the four rules you can follow to become more successful developing new business
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May 17, 2022
More Influential Than Likeability
Learn a scientific principle that is more powerful than likeability and will help you effective engage potential clients
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May 10, 2022
Passion Improves Sales Performance
F*ollowing your passion will help you get into a peak performance state*
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May 3, 2022
The 1% Rule
Learn how to improve your career by deploying the 1% Rule
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Apr 26, 2022
It's Just Temporary
Learn a perspective that will help you push through challenges and experience continued success
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Apr 19, 2022
Your Sales Superpower
Leverage the power of consistency to take your sales and career to new heights
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Apr 12, 2022
When A Negative Is Positive
Learn how to use the blemishing effect to boost trust and help buyers make buying decisions they'll feel good about
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Apr 5, 2022
The Framing Effect
Learn the two rules that will empower you to more effectively frame ideas or behaviors during the sale
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Mar 29, 2022
Are You Measuring Steeples?
Learn about the sales achievement equasion that predicts sales success
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Mar 22, 2022
Sell More With Science
Get a sneak peak of the contents of David's new book Sell More With Science
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Mar 15, 2022
Are You An Ambivert?
David shares that science that shows that ambiverts make the best salespeople.
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Mar 8, 2022
Ask Me Anything - Book Edition
David Hoffeld answers your questions regarding his new book Sell More With Science & about writing books
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Mar 1, 2022
Challenging Practice Pays Off
Learn the science-backed way of practicing that has been proven to improve sales skills quickly
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Feb 22, 2022
Supply Chain Challenges
Learn the three step process for effectively selling around supply chain and bandwidth challenges
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Feb 15, 2022
Control The Conversation
Learn the science of how to control any conversation
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Feb 8, 2022
Preparing For Success
Learn three things you can do to set yourself up for more sales success
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Feb 1, 2022
Stop Being A Challenger
New data shows you shouldn't challenge buyers
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Jan 25, 2022
Focus On Client Use
How to clearly convey how clients will use your product or service
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Jan 18, 2022
Actively Pursue Your Goals
Learn the four things you can do today to move closer to your goals.
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Dec 21, 2021
Accomplish Your Goals in 2022
Learn powerful science-based strategies that will empower your to achieve your 2022 goals
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Dec 7, 2021
Applying Science to Sales
Learn specific science-backed principles that will help you nativate challenging sales situations
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Nov 30, 2021
Present More Value
Learn two science-backed strategies you can use to amplify the value your present to potential clients
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Nov 16, 2021
Selling To Emotions
The science of how to sell to buyers' emotions
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Nov 9, 2021
Share Less To Increase Sales
Learn how to apply the brain science that sharing less will help you sell more
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Nov 2, 2021
Mirror More, Sell More
Learn how you can use mirroring to boost rapport, trust and influence
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Oct 26, 2021
Competitive Differentiation
Learn specific things you can do to improve your ability to differentiate from competitors
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Oct 19, 2021
"Think About It" Objection
How to effectively answer "Think About It" objection
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Oct 12, 2021
Cognitive Empathy vs Emotional Empathy
Grow your sales by growing your cognitive empathy
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Oct 5, 2021
The Power of Optimism
The science of becoming more optimistic and growing your sales
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Sep 28, 2021
How To Spot A Weak Sales Trainer
Learn the four ways to spot weak sales trainers
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Sep 21, 2021
How To Utilize Fear of Loss
Learn the 3 step process for effectively revealing fear of loss when you sell.
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Sep 14, 2021
The Surprising Impact of Gratitude
The science of how gratitude can help you generate more sales
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Sep 7, 2021
Open-Ended & Close-Ended Questions
Learn the most effective way to think about and use questions throughout the sale
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Aug 31, 2021
Reframing Price Objections
Learn numerous responses to reframe the objection "Your price is too high."
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Aug 24, 2021
The Science of Price Anchors
Learn how buyers perceive price and what you can do to help them look more favorably on yours
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Aug 17, 2021
Sales Myths
Learn the seven biggest sales myths that keep salespeople from selling more.
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Aug 10, 2021
Ask Me Anything
David answers questions on topics such as improving sales retention, getting buy-in to sales strategies, fear of loss, worst sales experiences and best advice for new sales person
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Aug 3, 2021
Generate Urgency, Not Reactance
Learn how to reduce feelings of high pressure while creating more urgency
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Jul 27, 2021
What's Your Why?
Why are you in sales? We discuss this important question, why it matters and the two exercises that will help you deepened your motivation to sell.
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Jul 20, 2021
Trigger Social Proof
Learn a science-backed way to help yourbuyers be more receptive to change
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Jun 29, 2021
A Powerful Rule Of Sales Influence
Learn a science-backed way to boost buyer confidence and decision clarity
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Jun 22, 2021
Starting Off A Month, Quarter & Year
How to begin a month, quarter and year in a way that sets you up for success
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Jun 15, 2021
Find Your Dream Sales Job
Identify the right sales position for you and learn how to ace an interview
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Jun 8, 2021
No More Sales Slumps
Make yourself immune to sales slumps and learn how to quickly get yourself out of a slump
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Jun 1, 2021
Improve Your Sales Ability
In this episode you'll learn specific ways to take your sales ability to the next level.
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May 25, 2021
When Buyers Won’t Commit
In this episode we discuss how to respond when buyers give a weak response to a commitment question.
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May 19, 2021
Virtual Selling
In this episode we discuss how to position yourself for success when selling virtually.
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May 13, 2021
Who Is Responsible for Your Success?
In this episode, we detail the importance of owning your success.
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May 4, 2021
How to Qualify Leads
In this episode, we share a practical framework for effectively qualifying prospects!
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Apr 27, 2021
Why Spend the Money (Part 2)
In this episode learn how to leverage loss aversion to show buyers why they should spend money on your product or service.
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Apr 20, 2021
Why Spend the Money?
In the first of this two part series we discuss how to leverage the positive outcomes you deliver to buyers to answer and obtain commitment to Why #6, Why Spend the Money.
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Apr 13, 2021
Why Your Product or Service?
In this episode, we discuss how to obtain commitment to Why #5, Why Your Product or Service.
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Apr 6, 2021
Why You & Your Company?
In this episode, you'll learn how to gain commitment from buyers to why they should purchase from you and your company.
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Mar 30, 2021
Why Your Industry Solution?
In this episode, you'll discover how to sell in a way that will inspire your potential clients to move one step closer to a positive buying decision by making a commitment to Why #3 - Why Your Industry Solution!
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Mar 23, 2021
Why Now?
In this episode, we give you an overview of how to compellingly answer why your potential clients should commit to making a change and purchase your product or service now. We also detail one of the biggest makes salespeople make when trying to create urgency and what you can do to shorten the time it takes you to earn sales.
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Mar 16, 2021
Why Change?
In this episode, we discuss the Six Whys, and how to gain commitment to Why #1 (Why Change?).
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Mar 9, 2021
Effective Practice
In this episode, David Hoffeld and Carl Paulson talk about the best ways to practice selling. As always, we reference cutting-edge scientific research to show how to get the most bang for your buck when practicing sales skills.
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Mar 2, 2021
Buying Requirements
In this episode, we discuss the importance of buying requirements throughout the sales process!
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Jan 26, 2021
The Science of Selling - Commitments
In this episode, we discuss the importance of commitments in selling and share science-backed strategies to improve your ability to gain commitments throughout the sales process.
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Dec 15, 2020
Warming Up Your Sales Calls
The research shows that warming up your sales calls is essential. In this episode, learn 5 principles to take your warm up to the next level.
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Nov 24, 2020
Dealing with Rejection in Sales
In this episode, you'll learn a simple, yet powerful strategy to handle negativity and rejection in sales!
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Nov 18, 2020
The Science of Goal Setting
Learn science-backed strategies to successfully set goals in sales!
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Nov 10, 2020
Achievement Mindset
Learn more about the power and importance of having an achievement mindset, especially in sales!
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Oct 27, 2020
Discovery
In this episode, we discuss how to take your discovery process to the next level.
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Oct 22, 2020
Selling with Stories
In this episode, we cover how to effectively use stories throughout the sales process.
Website: www.hoffeldgroup.com
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Oct 6, 2020
The Secrets of Reframing in a Sale
***Reframing Guide Link: https://www.hoffeldgroup.com/reframing-guide/ ***
Reframing is important, especially in selling. Think of reframing or frames as kind of a perspective, a lens through which they're looking at everything you're doing. How do you reframe when someone is stuck in an unproductive frame? How do you nudge them out of it and give them a more beneficial way of looking at something? Listen to find out.
Website: www.hoffeldgroup.com
David: david.hoffeld@hoffeldgroup.com
Carl: carl.paulson@hoffeldgroup.com / www.linkedin.com/in/carlpaulson
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Sep 22, 2020
The Mindset of Top Salespeople
Welcome to the official podcast of the Hoffeld Group. Your host is the CEO and Chief Sales trainer of the Hoffeld Group, David Hoffeld. David is joined by Carl Paulson, an up and coming sales leader who is a student and mentee of David Hoffeld.
In today's episode, we are going to look at a mindset that is scientifically proven to radically improve sales outcomes.
It's common for all of us naturally underestimate the impact that mindsets have on our performance. There are certain mindsets that literally set you up for sales success and success in general, in almost every area of life. And the opposite is also true, there are mindsets that have been scientifically proven now, from decades of research, that almost guarantee you won't be successful. And so this is really impactful because these mindsets predispose us to act in very predictable ways. And I see this every time literally every time I go into an organization to work with their salespeople. I see that some of them take the tr…
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Sep 8, 2020
Win/Loss Analysis
Welcome to the official podcast of the Hoffeld Group. Your host is the CEO and Chief Sales trainer of the Hoffeld Group, David Hoffeld. David is joined by Carl Paulson, an up and coming sales leader who is a student and mentee of David Hoffeld.
In today's episode, you're going to learn how to never fall into another sales slump ever again.
Sales slumps are really challenging and it's very common for salespeople to go in them at some point in their career, often multiple times. And they're really tricky because they usually don't happen in a day. They usually happen over a series of weeks or even months, where don't just do little things differently or the market changes, or you just slowly kind of fall into unproductive behavior. And oftentimes, what I find is salespeople don't even realize when they get into a slump, how they got there. They rarely are saying, Okay, I know where what it is. Because if they knew what it is that causing the slump, or they want to fix it while ago, rig…
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Aug 3, 2020
Cold Call Reluctance
In our first episode, we talk about how to tackle one of the biggest challenges any salesperson can face, and that's cold call reluctance.
I'm Carl Paulson, and with me is David Hoffeld, the author of the best selling book, The Science of Selling. David is the CEO and Chief sales trainer of Hoffeld Group. He's developed a groundbreaking sales approach based on neuroscience and behavioral science has proven to radically increase sales. Because of the results his insights have generated, David has lectured at Harvard Business School and has been featured in Fast Company, Fortune, US News and World Report, The Wall Street Journal, Forbes, Harvard Business Review, CBS Radio, and that's just to name a few.
Email: contact@hoffeldgroup.com
Website: www.hoffeldgroup.com
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