BiggerPockets Business Podcast 23: Scientifically Proven Sales Techniques with David Hoffeld

Grandpa may have been a great salesman in his day. But if you’re using the same strategies he used (and most of us are), you’re ignoring powerful brain science that flips conventional wisdom on its head. And you’re leaving a lot of money on the table. In today’s episode, we’ll dive into new research with David Hoffeld, a sales trainer who wrote the best-selling book The Science of Selling.  After listening to this show, you’ll have a far better understanding of how your prospects think through concepts like fear and risk. You’ll learn how to overcome their objections by “priming,” how to use stories to reassure them, and how to address the 6 “why’s” that explain every buying decision. Plus, when you do lose a sale, you’ll be able to apply David’s framework for analyzing exactly what went wrong… so you know how to close the very next deal. Turns out, potential buyers are often turned off not by the product itself… but by the way it’s presented by the salesperson.  So listen to this episode to learn the “buyer-centric, science-based” sales methods David teaches his clients. If you like this show, let us know in the comments below… and be sure to subscribe to the podcast so you won’t miss an episode!