In this Expert Insight Interview, David Hoffeld discusses his latest book, Sell More with Science: The Mindsets, Traits, and Behaviors That Create Sales Success. David Hoffeld is the CEO and Chief Sales Trainer at the Hoffeld Group and the author of The Science of Selling and Sell More with Science.
This Expert Insight Interview discusses:
- Sell More with Science
- Science Behind Mindsets
- Link Between Mindset and Success
Sell More with Science
We’re always reading scientific journals in a number of disciplines, looking for insights that we can apply to sales. In The Science of Selling, David Hoffeld focused on how buying occurs — how our buyers’ brains form a buying decision and how to align sales with that process.
While writing his first book, he found that there was so much research on what we as sellers can do from our mindsets, traits, and even certain behaviors that can help us get better. In this new book, Sell More with Science, David focuses on us as the sellers and what we can do to get better faster and speed up our ability to grow our sales through science.
Science Behind Mindsets
Certain mindsets have been proven to bring success over thousands of scientific studies across numerous disciplines over numerous decades. These mindsets have been shown to be preemptive of success. In other words, a particular perspective is a foundation you build on to achieve the results you’re looking for.
Therefore, from a scientific standpoint, not all mindsets are equal, and how we think determines the results we produce.
Link Between Mindset and Success
It is easy to be dismissive of mindsets. Everybody thinks that attitudes are somewhat important, but what matters is what you do on a sales call.
However, the research shows that if you don’t have the right mindset, it sabotages what you do on a sales call and makes it very challenging, sometimes almost impossible, to succeed. All of this suggests that attitudes are mission-critical to our success.
John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.