Today we will talk about a new book.
This is not the usual book on sales that contains theories based on common sense but scientifically proven theories.
The author of this book is David Hoffeld, Leading Sales Trainer, researcher and CEO of Hoffeld Group, David Hoffeld, combines cutting-edge research in social psychology, neuroscience, and behavioral economics.
Now I also want to specify that in my opinion, if you are an experienced salesperson, you are most likely already implementing these strategies unconsciously and to become a good salesperson there is no need to get a degree in psychiatry.
That been said, I also want to underline the fact that once you have identified the strategies that work for you, the trick is to be able to reapply them at will …
If you’re just starting your journey into the world of sales and want to speed up your learning curve then this book is a must.
A Scientifically Proven Method
What could you do if you knew how to anticipate your customer’s decisions? What if you even knew how to predict and align your questions to the ways your client’s brain organizes information?
I already imagine my sales friends mouth watering… well… this is one of the topics covered in this book!
The Power Of Emotions
The feelings attached to the sales person and to the product or service play a fundamental role during the entire negotiation process and in this book the author explains different ways of emotionally influencing your clients.
The six “whys.”
Hoffeld uses a method called “the Six Whys”, these powerful questions allow to analyze the client’s needs using his natural decision-making processes:
Keeping in mind your client’s needs, find reasons why he should buy your product or service.
The sense of urgency is one of the most compelling reasons to buy: Find the reasons why your client should definitely buy now.
3)Why your industry solution?
Why should your customer buy your industry’s solution and not the one from the competition?
4)Why you and your company?
It’s time to talk about selling yourself and your company: Show your customer why he / she should buy from you and not from the other salesman with whom he / she spoke earlier and find the reasons why your company is the leader in your sector.
5) Why your product and service?
Now is the time to find the reasons why your product or service satisfies your client’s needs.
6) Why spend the money?
Show the value of your product or service and if necessary, change the perception of the value of your product in your customer’s mind.
If you are at the beginning of your career in sales , then I highly recommend you to buy this book: It will offer you a solid foundation for success in this profession.
If you are a top salesperson, this book will make you more aware of the processes you use every day in your job and that will make you even more successful.
Go ahead and grab your copy today!
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