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