Shows
The Science of SellingEffective PracticeIn this episode, David Hoffeld and Carl Paulson talk about the best ways to practice selling. As always, we reference cutting-edge scientific research to show how to get the most bang for your buck when practicing sales skills.
2021-03-0919 minThe Science of SellingThe Secrets of Reframing in a Sale***Reframing Guide Link: https://www.hoffeldgroup.com/reframing-guide/ ***Reframing is important, especially in selling. Think of reframing or frames as kind of a perspective, a lens through which they're looking at everything you're doing. How do you reframe when someone is stuck in an unproductive frame? How do you nudge them out of it and give them a more beneficial way of looking at something? Listen to find out. Website: www.hoffeldgroup.comDavid: david.hoffeld@hoffeldgroup.comCarl: carl.paulson@hoffeldgroup.com / www.linkedin.com/in/carlpaulson
2020-10-0621 minThe Science of SellingThe Mindset of Top SalespeopleWelcome to the official podcast of the Hoffeld Group. Your host is the CEO and Chief Sales trainer of the Hoffeld Group, David Hoffeld. David is joined by Carl Paulson, an up and coming sales leader who is a student and mentee of David Hoffeld. In today's episode, we are going to look at a mindset that is scientifically proven to radically improve sales outcomes. It's common for all of us naturally underestimate the impact that mindsets have on our performance. There are certain mindsets that literally set you up for sales success and success in...
2020-09-2225 minThe Science of SellingWin/Loss AnalysisWelcome to the official podcast of the Hoffeld Group. Your host is the CEO and Chief Sales trainer of the Hoffeld Group, David Hoffeld. David is joined by Carl Paulson, an up and coming sales leader who is a student and mentee of David Hoffeld. In today's episode, you're going to learn how to never fall into another sales slump ever again. Sales slumps are really challenging and it's very common for salespeople to go in them at some point in their career, often multiple times. And they're really tricky because they usually don't happen in...
2020-09-0824 minThe Science of SellingCold Call ReluctanceIn our first episode, we talk about how to tackle one of the biggest challenges any salesperson can face, and that's cold call reluctance. I'm Carl Paulson, and with me is David Hoffeld, the author of the best selling book, The Science of Selling. David is the CEO and Chief sales trainer of Hoffeld Group. He's developed a groundbreaking sales approach based on neuroscience and behavioral science has proven to radically increase sales. Because of the results his insights have generated, David has lectured at Harvard Business School and has been featured in Fast Company, Fortune, US N...
2020-08-0317 min