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The research firm CSO Insights reveals that up to half of all salespeople fail to meet their quota.
The research firm CSO Insights reveals that up to half of all salespeople fail to meet their quota.
True
What are "heuristics"?
What are "heuristics"?
Heuristics are mental shortcuts that allow the brain to make quick decisions without conscious thought.
In his book Misbehaving, Richard Thaler describes what phenomenon related to "heuristics"?
In his book Misbehaving, Richard Thaler describes what phenomenon related to "heuristics"?
What is the purpose of "feature dumping"?
What is the purpose of "feature dumping"?
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Why should you make problems "hurt" for your buyers?
Why should you make problems "hurt" for your buyers?
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What was the key finding of the Hawthorne experiment?
What was the key finding of the Hawthorne experiment?
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What are "dominant buying motives"?
What are "dominant buying motives"?
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"Involvement trial closes" help guide buyers through a natural progression of consent, starting with a small commitment and building to a larger decision, similar to how the brain makes a buying decision.
"Involvement trial closes" help guide buyers through a natural progression of consent, starting with a small commitment and building to a larger decision, similar to how the brain makes a buying decision.
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"Commitment trial closes" should be used throughout the sale to encourage buyers to actively participate in the process and affirm their understanding of the value you are presenting.
"Commitment trial closes" should be used throughout the sale to encourage buyers to actively participate in the process and affirm their understanding of the value you are presenting.
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What is "choice architecture"?
What is "choice architecture"?
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When using "anchors" in sales presentations, it is important to avoid introducing low anchors, as they can devalue the product or service being presented.
When using "anchors" in sales presentations, it is important to avoid introducing low anchors, as they can devalue the product or service being presented.
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Studies show that when a salesperson mirrors a buyer's posture, gestures, or word usage, they are more likely to be perceived as trustworthy, likeable, and persuasive.
Studies show that when a salesperson mirrors a buyer's posture, gestures, or word usage, they are more likely to be perceived as trustworthy, likeable, and persuasive.
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The "picture superiority effect" highlights that the brain processes information more effectively when it is presented in a visual format rather than solely through words.
The "picture superiority effect" highlights that the brain processes information more effectively when it is presented in a visual format rather than solely through words.
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What is a "trial close"?
What is a "trial close"?
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The "inoculation theory" is a technique to first expose a potential customer to a weakened version of a competitor's persuasive argument and then to counter that argument.
The "inoculation theory" is a technique to first expose a potential customer to a weakened version of a competitor's persuasive argument and then to counter that argument.
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The scientific study of human behavior can be used to improve any salesperson's performance.
The scientific study of human behavior can be used to improve any salesperson's performance.
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One of the most common issues that salespeople face is not understanding what to say when faced with an objection.
One of the most common issues that salespeople face is not understanding what to say when faced with an objection.
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One of the most common issues that salespeople face is not understanding their buyer's needs and desires.
One of the most common issues that salespeople face is not understanding their buyer's needs and desires.
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What is the key takeaway from this book?
What is the key takeaway from this book?
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Study Notes
The Science of Selling
- The book presents proven strategies for making a pitch, influencing decisions, and closing deals.
- It emphasizes a scientific approach rooted in understanding buyer behaviors, as opposed to anecdotal methods.
- Advance praise highlights the book's practicality, scientific foundation, and real-world applicability for enhancing sales techniques.
- The book explores the science behind why people buy, examining the causes and effects of the sales process.
- Science of selling is presented as the future of selling that is built on scientific evidence rather than subjective opinions or anecdotal experience.
- It explains how scientific principles of influence and decision-making can improve sales effectiveness.
- It emphasizes how salespeople can leverage their knowledge and scientific understanding of buyer behaviors to become more effective.
- It explains how to make a persuasive argument that triggers buyer's purchase decisions.
Advance Praise
- The book is praised for its crisp and unmissable style and its data-driven approach.
- Readers and sales experts are encouraged to use the book to improve their techniques.
- It emphasizes the importance of a scientific approach to sales rather than relying on personal experience or anecdotes.
- The book is praised for incorporating real data into selling methods.
Contents
- The book is divided into three parts: Foundations of Selling with Science, The Salesperson's Toolkit, Merging Science and Selling.
- Part One covers the key concepts of why salespeople fail and the science behind the buyer's buying process.
- The two methods of sales influence that the book explores are discussed; one is the peripheral route and the other is the central route.
- How to successfully present product or services and meet the needs of buyers is explained in the book.
- How to handle Buyer's emotions to have a successful presentation.
- Part Two provides a helpful toolkit with practical steps and exercises for enhancing sales presentations and interactions.
- Part Three dives into the future of selling, with the ways to deal with competitors, and sales practices for better understanding.
- These strategies are helpful to improve sales success and ensure that those who are using them become more effective.
Why Use Science to Sell?
- The current sales methods are not working efficiently
- Most companies lose 38-49% of their salespeople each year, and up to half of salespeople fail to meet their quotas.
- The sales behaviors that many salespeople are using are actually hindering their performance.
- People have information online to make their decisions for purchases
- The book explains a scientific method to help companies, especially salespeople, to reach better results.
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Description
Test your knowledge on the key principles and strategies outlined in 'The Science of Selling'. This quiz will assess your understanding of buyer behavior, decision-making processes, and effective sales techniques grounded in scientific evidence. Discover how to enhance your sales skills and apply scientific approaches to influence decisions.
