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Summary

The Science of Selling - Audiobook Summary 
Learn how you can apply the main lessons & principles from David Hoffeld's groundbreaking work in a five minute listen. This audio captures the key takeaways found in the original book. All fluff and unnecessary information has been removed to save you hours of time. 
Discover why traditional sales techniques often fail and how science-backed approaches can dramatically improve your results. Based on extensive research in neuroscience, psychology, and behavioral economics, Hoffeld reveals the exact mental steps buyers take when making purchasing decisions. 
Master the "Six Whys" framework that guides prospects through the natural progression of a buying decision. Learn how to identify and address your customers' primary buying motivators, leverage the power of emotional states in decision-making, and structure questions based on how the brain naturally discloses information. 
This summary explains practical, scientifically-validated techniques including how to use anchoring to influence price perception, overcome objections by identifying their root causes, and strategically obtain small commitments throughout the sales process instead of relying on high-pressure closing techniques. 
You'll understand why mirroring your prospect's behaviors increases success rates by 17%, how using visual elements in presentations improves retention from 10% to 65%, and why properly crafted stories are your most powerful persuasion tool. 
If you've already read the original, this audio will help you cement the most important lessons. If you haven't, don't worry, here you will find all the practical information that you can apply to immediately transform your selling approach from an art based on anecdotal evidence to a science built on proven research.

Duration: 9 minutes (00:08:49)
Publishing date: 2025-04-01; Unabridged; Copyright Year: — Copyright Statment: —

• Business & Economics