Dec 21, 2016
Today my special guest is David Hoffeld. David and I connected about a year and a half ago on LinkedIn and it took a bit of time for us to connect and actually do this podcast.
David is the author of The Science of Selling. He’s a true sales trainer and has spent decades researching science-based approaches to relationship-building and sales. He developed a revolutionary sales approach based on neuroscience, social psychology and behavioral economics.
I learned a ton from this episode, and I hope you do too.
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Interrupt, WITH value.
[02:35] The science-based approach to sales
[04:26] Keep your attention on your customers
[07:04] Your vision will help you make easier decisions
[08:45] Getting into sales by accident
[11:20] The upfront cost of starting a business
[14:05] Sales as an acquirable skill
[16:05] Looking at sales with a new lens
[17:10] Acquiring the skills to sell
[19:40] Reciprocity and how to start relationships with clients
[22:10] Make connections as warm as possible
[24:00] Becoming a thought leader
[28:33] Writing, speaking, video
[31:45] David’s thoughts on scaling a business
[33:55] How to reach David
Double Double: How to Double Your Revenue and Profit in 3 Years or Less by Cameron Herold