If You're Curious About These Questions...
You should listen to this audiobook
- What's the secret to crafting a pitch that triggers a 'yes' response in your customer's brain?
- Are you curious about the hidden psychological triggers that can make or break a sale?
- What if you could decode the neural patterns that drive customer decisions and use them to your advantage?
Listen to The Science of Selling — Free Audiobook
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Key Takeaways from The Science of Selling
- Understand why effective selling relies on science rather than innate talent, and learn how you can use neuroplasticity to rewire your brain and improve your sales skills.
- Discover how to leverage peripheral routes of influence, such as the asymmetric dominance effect, to close deals by presenting customers with a good option alongside a great one.
- Master the "Six Whys" framework to eliminate buyer hesitation by systematically answering their internal questions about why they should change, act now, and choose your specific product.
- Learn how a buyer's emotional state dictates their purchasing choices, and discover simple techniques—like offering snacks or engaging in positive chit-chat—to make them more open to persuasion.
- Harness the power of emotional cognition to naturally lift a potential buyer's mood by projecting an upbeat attitude, contagious body language, and cheerful vocal tones.
The Science of Selling — Full Chapter Overview
Chapter 1: Recommendation
Chapter 2: Learning the science of sales will boost your performance.
Chapter 3: Streamline the sales process by addressing the Six key Whys.
Chapter 4: Increase your sales by elevating your buyer’s mood.
Chapter 5: Sharpen your sales pitch with powerful questions.
Chapter 6: Make sales grounded in your buyer’s actual needs.
Chapter 7: Make sales seem worthwhile by proving the real value of your product or service.
Chapter 8: Refine your sales presentation with science-backed strategies.
The Science of Selling Summary & Overview
The Science of Selling (2016) is a detailed handbook on the science of making a sale. Combining insights from neuroscience and social psychology, this guide presents an evidence-based approach to making a convincing pitch.
Who Should Listen to The Science of Selling?
- Salespeople looking for an extra edge
- Marketers interested in evidence-based approaches
- Folks who want to learn the neuroscience behind sales
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