I recently had the pleasure of interviewing David Hoffeld the author of a newly released book entitled “The Science of Selling“.  If you are someone who is in sales or marketing, then I would highly recommend you reading David’s new book.

David spent ten years studying what effects the buying patterns of consumers.  During this time David learned about the behavioral science behind “why” someone purchases goods or services from you versus from someone else.  He refers to this as the Six Whys, which starts with “Why Change?”, second is “Why Now?, third “Why Your Industry Solution?”, fourth “Why You and Your Company?”, fifth “Why Your Product or Service? sixth “Why Spend the Money“.

These are obviously great questions and throughout the book David answer the questions that will make you a better salesperson.  You will literally learn how to sell the way the brain constructs a buying decision, how to ethically sell to your potential customers emotions , how to ask questions the way our brains intuitively disclose information, how to boost your ability to influence other.

If you want more information about David Hoffeld you can check him out at his website by clicking here, or you can watch a great video at YouTube by clicking here.

I hope you enjoy this great interview with a thought leader in the area of sales and selling.

 

At the end of last year I had the opportunity to interview author Molly Fletcher about her new book entitled ” A Winner’s Guide to Negotiating“.  I must admit I learned more in 30 minutes about negotiating from Molly than I had learned in 30+ years of business.  Molly truly is a master at her business having spent the last two decades negotiating $500 million worth of deals on behalf of hundreds of the nation’s premier athletes, coaches and television commentators.

Molly states that “Trust” is as the heart of negotiation if one wants long term success.  She says that trust is about your words, your actions and your motives.  In negotiation, it is easy to get consumed by your own self-interest but you have to understand the big picture. Trust is the foundation of an effective negotiation.

No matter what, and with whom you are attempting to negotiate listening to my interview and purchasing Molly’s book is a must.  If you want to learn more about Molly and her organization the Molly Fletcher Company please click on the link.  You can also go to the book landing page by clicking here.

Enjoy this great interview with a master at negotiation.