The Science of Selling
Activity Overview
Episode publication activity over the past year
Episodes
Last Episode
06 Dec 2022
Contributed by Lukas
David gives an important announcement regarding The Science of Selling Podcast
Pursue Hard Things
29 Nov 2022
Contributed by Lukas
Why pursuing hard goals will improve your life and career more than settling for the easy way
Grow Your Grit
22 Nov 2022
Contributed by Lukas
Learn three science-backed ways to become grittier
Insights From Sell More With Science
15 Nov 2022
Contributed by Lukas
Learn powerful science-backed insights from David Hoffeld's newest book Sell More With Science.
Eliminate Complacency
08 Nov 2022
Contributed by Lukas
Learn how to destroy complacency and develop a plan for growth
Strengthen Your Growth Mindset
01 Nov 2022
Contributed by Lukas
Learn practical principles for enhancing your growth mindset
Healthy Confidence vs Blind Overconfidence
25 Oct 2022
Contributed by Lukas
Learn the science of avoiding overconfidence and how to develop healthy confidence
Your Sales Consistency Plan
18 Oct 2022
Contributed by Lukas
Learn how to create your own sales consistency plan
Insights From The Science of Selling
11 Oct 2022
Contributed by Lukas
David shares some key ideas from his best-selling book The Science of Selling
Selling Is Serving
04 Oct 2022
Contributed by Lukas
Learn a mindset that will help you maintain your integrity and also sell more
The Worst Salespeople
27 Sep 2022
Contributed by Lukas
Learn the six behaviors that worst salespeople do what you can do to avoid them
Powerful Sales Demos
20 Sep 2022
Contributed by Lukas
Learn the six principles that will guide you in delivering compelling sales demos
The Science of Negotiating
13 Sep 2022
Contributed by Lukas
Learn how to leverage science to take your ability to negotiate to the next level
Books That Improve Sales
06 Sep 2022
Contributed by Lukas
David Hoffeld shares seven books that will help you improve your sales effectiveness and results
Central Route of Influence
30 Aug 2022
Contributed by Lukas
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. Â
Peripheral Route of Influence
23 Aug 2022
Contributed by Lukas
Learn how to use the peripheral route of influence to sell more
How Influence Occurs
16 Aug 2022
Contributed by Lukas
Learn the science of how influence occurs within the sale
A Good Sales Process
09 Aug 2022
Contributed by Lukas
Learn the science behind creating or enhancing a sales process
Ask Me Anything
02 Aug 2022
Contributed by Lukas
David answers a variety of questions from listners
Two Sales Presentation Principles
26 Jul 2022
Contributed by Lukas
Learn two little known science-backed principles that have been shown to improve any sales presentation
Buyer First vs Seller First
19 Jul 2022
Contributed by Lukas
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
Beginning A Sales Career
12 Jul 2022
Contributed by Lukas
Seven things you should focus on when beginning your sales career
Sales Controversy
05 Jul 2022
Contributed by Lukas
Learn about how to leverage the power of Self-Perception Theory when selling
Sell Better Faster
28 Jun 2022
Contributed by Lukas
Learn how your brain learns and how to get better at selling quickly
Comfort Is The Enemy
21 Jun 2022
Contributed by Lukas
Learn why comfort is an obstacle to acheiving your goals and the life you want to create
The State of Selling
14 Jun 2022
Contributed by Lukas
Learn about today's marketplace and the biggest opportunity and challenge in selling
Sales & Marketing Collaboration
07 Jun 2022
Contributed by Lukas
Using the Six Whys to align and improve the effectiveness of sales and marketing
Speed To Lead
31 May 2022
Contributed by Lukas
Learn the data that shows when you should contact your leads
Rules For Obtaining New Clients
24 May 2022
Contributed by Lukas
Learn the four rules you can follow to become more successful developing new business
More Influential Than Likeability
17 May 2022
Contributed by Lukas
Learn a scientific principle that is more powerful than likeability and will help you effective engage potential clients
Passion Improves Sales Performance
10 May 2022
Contributed by Lukas
Following your passion will help you get into a peak performance state
The 1% Rule
03 May 2022
Contributed by Lukas
Learn how to improve your career by deploying the 1% Rule
It's Just Temporary
26 Apr 2022
Contributed by Lukas
Learn a perspective that will help you push through challenges and experience continued success
Your Sales Superpower
19 Apr 2022
Contributed by Lukas
Leverage the power of consistency to take your sales and career to new heights
When A Negative Is Positive
12 Apr 2022
Contributed by Lukas
Learn how to use the blemishing effect to boost trust and help buyers make buying decisions they'll feel good about
The Framing Effect
05 Apr 2022
Contributed by Lukas
Learn the two rules that will empower you to more effectively frame ideas or behaviors during the sale
Are You Measuring Steeples?
29 Mar 2022
Contributed by Lukas
Learn about the sales achievement equasion that predicts sales success
Sell More With Science
22 Mar 2022
Contributed by Lukas
Get a sneak peak of the contents of David's new book Sell More With Science
Are You An Ambivert?
15 Mar 2022
Contributed by Lukas
David shares that science that shows that ambiverts make the best salespeople.
Ask Me Anything - Book Edition
08 Mar 2022
Contributed by Lukas
David Hoffeld answers your questions regarding his new book Sell More With Science & about writing books
Challenging Practice Pays Off
01 Mar 2022
Contributed by Lukas
Learn the science-backed way of practicing that has been proven to improve sales skills quickly
Supply Chain Challenges
22 Feb 2022
Contributed by Lukas
Learn the three step process for effectively selling around supply chain and bandwidth challenges
Control The Conversation
15 Feb 2022
Contributed by Lukas
Learn the science of how to control any conversation
Preparing For Success
08 Feb 2022
Contributed by Lukas
Learn three things you can do to set yourself up for more sales success
Stop Being A Challenger
01 Feb 2022
Contributed by Lukas
New data shows you shouldn't challenge buyers
Focus On Client Use
25 Jan 2022
Contributed by Lukas
How to clearly convey how clients will use your product or service
Actively Pursue Your Goals
18 Jan 2022
Contributed by Lukas
Learn the four things you can do today to move closer to your goals.
Accomplish Your Goals in 2022
21 Dec 2021
Contributed by Lukas
Learn powerful science-based strategies that will empower your to achieve your 2022 goals
Applying Science to Sales
07 Dec 2021
Contributed by Lukas
Learn specific science-backed principles that will help you nativate challenging sales situations
Present More Value
30 Nov 2021
Contributed by Lukas
Learn two science-backed strategies you can use to amplify the value your present to potential clients
Selling To Emotions
16 Nov 2021
Contributed by Lukas
The science of how to sell to buyers' emotions
Share Less To Increase Sales
09 Nov 2021
Contributed by Lukas
Learn how to apply the brain science that sharing less will help you sell more
Mirror More, Sell More
02 Nov 2021
Contributed by Lukas
Learn how you can use mirroring to boost rapport, trust and influence
Competitive Differentiation
26 Oct 2021
Contributed by Lukas
Learn specific things you can do to improve your ability to differentiate from competitors
"Think About It" Objection
19 Oct 2021
Contributed by Lukas
How to effectively answer "Think About It" objection
Cognitive Empathy vs Emotional Empathy
12 Oct 2021
Contributed by Lukas
Grow your sales by growing your cognitive empathy
The Power of Optimism
05 Oct 2021
Contributed by Lukas
The science of becoming more optimistic and growing your sales Â
How To Spot A Weak Sales Trainer
28 Sep 2021
Contributed by Lukas
Learn the four ways to spot weak sales trainersÂ
How To Utilize Fear of Loss
21 Sep 2021
Contributed by Lukas
Learn the 3 step process for effectively revealing fear of loss when you sell.
The Surprising Impact of Gratitude
14 Sep 2021
Contributed by Lukas
The science of how gratitude can help you generate more sales
Open-Ended & Close-Ended Questions
07 Sep 2021
Contributed by Lukas
Learn the most effective way to think about and use questions throughout the sale
Reframing Price Objections
31 Aug 2021
Contributed by Lukas
Learn numerous responses to reframe the objection "Your price is too high."
The Science of Price Anchors
24 Aug 2021
Contributed by Lukas
Learn how buyers perceive price and what you can do to help them look more favorably on yours
Sales Myths
17 Aug 2021
Contributed by Lukas
Learn the seven biggest sales myths that keep salespeople from selling more.
Ask Me Anything
10 Aug 2021
Contributed by Lukas
David answers questions on topics such as improving sales retention, getting buy-in to sales strategies, fear of loss, worst sales experiences and bes...
Generate Urgency, Not Reactance
03 Aug 2021
Contributed by Lukas
Learn how to reduce feelings of high pressure while creating more urgency
What's Your Why?
27 Jul 2021
Contributed by Lukas
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...
Trigger Social Proof
20 Jul 2021
Contributed by Lukas
Learn a science-backed way to help yourbuyers be more receptive to change
A Powerful Rule Of Sales Influence
29 Jun 2021
Contributed by Lukas
Learn a science-backed way to boost buyer confidence and decision clarity
Starting Off A Month, Quarter & Year
22 Jun 2021
Contributed by Lukas
How to begin a month, quarter and year in a way that sets you up for success
Find Your Dream Sales Job
15 Jun 2021
Contributed by Lukas
Identify the right sales position for you and learn how to ace an interview
No More Sales Slumps
08 Jun 2021
Contributed by Lukas
Make yourself immune to sales slumps and learn how to quickly get yourself out of a slumpÂ
Improve Your Sales Ability
01 Jun 2021
Contributed by Lukas
In this episode you'll learn specific ways to take your sales ability to the next level.
When Buyers Won’t Commit
25 May 2021
Contributed by Lukas
In this episode we discuss how to respond when buyers give a weak response to a commitment question. Â
Virtual Selling
19 May 2021
Contributed by Lukas
In this episode we discuss how to position yourself for success when selling virtually. Â
Who Is Responsible for Your Success?
13 May 2021
Contributed by Lukas
In this episode, we detail the importance of owning your success.Â
How to Qualify Leads
04 May 2021
Contributed by Lukas
In this episode, we share a practical framework for effectively qualifying prospects!Â
Why Spend the Money (Part 2)
27 Apr 2021
Contributed by Lukas
In this episode learn how to leverage loss aversion to show buyers why they should spend money on your product or service.
Why Spend the Money?
20 Apr 2021
Contributed by Lukas
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 Your Product or Service?
13 Apr 2021
Contributed by Lukas
In this episode, we discuss how to obtain commitment to Why #5, Why Your Product or Service.Â
Why You & Your Company?
06 Apr 2021
Contributed by Lukas
In this episode, you'll learn how to gain commitment from buyers to why they should purchase from you and your company.Â
Why Your Industry Solution?
30 Mar 2021
Contributed by Lukas
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 decis...
Why Now?
23 Mar 2021
Contributed by Lukas
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 p...
Why Change?
16 Mar 2021
Contributed by Lukas
In this episode, we discuss the Six Whys, and how to gain commitment to Why #1 (Why Change?).Â
Effective Practice
09 Mar 2021
Contributed by Lukas
In this episode, David Hoffeld and Carl Paulson talk about the best ways to practice selling. As always, we reference cutting-edge scientific research...
Buying Requirements
02 Mar 2021
Contributed by Lukas
In this episode, we discuss the importance of buying requirements throughout the sales process!
The Science of Selling - Commitments
26 Jan 2021
Contributed by Lukas
In this episode, we discuss the importance of commitments in selling and share science-backed strategies to improve your ability to gain commitments t...
Warming Up Your Sales Calls
15 Dec 2020
Contributed by Lukas
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.Â
Dealing with Rejection in Sales
24 Nov 2020
Contributed by Lukas
In this episode, you'll learn a simple, yet powerful strategy to handle negativity and rejection in sales!
The Science of Goal Setting
18 Nov 2020
Contributed by Lukas
Learn science-backed strategies to successfully set goals in sales!
Achievement Mindset
10 Nov 2020
Contributed by Lukas
Learn more about the power and importance of having an achievement mindset, especially in sales!
Discovery
27 Oct 2020
Contributed by Lukas
In this episode, we discuss how to take your discovery process to the next level.Â
Selling with Stories
22 Oct 2020
Contributed by Lukas
In this episode, we cover how to effectively use stories throughout the sales process. Â Website: www.hoffeldgroup.com
The Secrets of Reframing in a Sale
06 Oct 2020
Contributed by Lukas
***Reframing Guide Link: https://www.hoffeldgroup.com/reframing-guide/ ***Reframing is important, especially in selling. Think of reframing or frames ...
The Mindset of Top Salespeople
22 Sep 2020
Contributed by Lukas
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 joine...
Win/Loss Analysis
08 Sep 2020
Contributed by Lukas
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 joine...
Cold Call Reluctance
03 Aug 2020
Contributed by Lukas
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&apo...