Podcast appearances and mentions of david hoffeld

Billion-Dollar Sales Coach Ryan Dohrn shares proven strategies to close deals faster! With over 35 years of experience in media sales training, ad sales training, and corporate sales training, Whether you're in media, advertising, or corporate sales, this is essential sales training that will help you boost client retention and protect your revenue stream. RyanDohrn.com Watch now and transform your close rates. RyanDohrn.com or SalesTrainingWorld.com . If you like Brian Tracy, Grant Cardone, Jeffrey Gitomer, David Hoffeld, Dan Waldschmidt or Gary Vaynerchuk you will love this podcast too.

Billion Dollar Sales Coach Ryan Dohrn shares proven strategies to close deals faster! With over 35 years of experience in media sales training, ad sales training, and corporate sales training, Whether you're in media, advertising, or corporate sales, this is essential sales training that will help you boost client retention and protect your revenue stream. RyanDohrn.com Watch now and transform your close rates. RyanDohrn.com or SalesTrainingWorld.com . If you like Brian Tracy, Grant Cardone, Jeffrey Gitomer, David Hoffeld, Dan Waldschmidt or Gary Vaynerchuk you will love this podcast too.

Billion Dollar Sales Coach Ryan Dohrn shares proven strategies to close deals faster! With over 35 years of experience in media sales training, ad sales training, and corporate sales training, Whether you're in media, advertising, or corporate sales, this is essential sales training that will help you boost client retention and protect your revenue stream. RyanDohrn.com Watch now and transform your close rates. RyanDohrn.com or SalesTrainingWorld.com . If you like Brian Tracy, Grant Cardone, Jeffrey Gitomer, David Hoffeld, Dan Waldschmidt or Gary Vaynerchuk you will love this podcast too.

In this video, Billion Dollar Sales Coach Ryan Dohrn shares proven strategies to STOP losing clients—even when your main contact leaves the company. With over 35 years of experience in media sales training, ad sales training, and corporate sales training, Ryan reveals how to build strong, lasting business relationships that survive internal changes. Whether you're in media, advertising, or corporate sales, this is essential sales training that will help you boost client retention and protect your revenue stream. HTTP://RyanDohrn.com ✅ Learn how to future-proof your client relationships ✅ Understand the common mistakes that cost you clients ✅ Discover retention tactics used by top-performing sales teams Don't let turnover kill your deals. Watch now and transform your client retention game. RyanDohrn.com or SalesTrainingWorld.com . If you like Brian Tracy, Grant Cardone, Jeffrey Gitomer, David Hoffeld, Dan Waldschmidt or Gary Vaynerchuk you will love this podcast too. #salesskills #salestraining #adtraining #mediasales #corporatesales #RyanDohrn

In this video, Billion Dollar Sales Coach Ryan Dohrn shares proven strategies to STOP losing clients—even when your main contact leaves the company. With over 35 years of experience in media sales training, ad sales training, and corporate sales training, Ryan reveals how to build strong, lasting business relationships that survive internal changes. Whether you're in media, advertising, or corporate sales, this is essential sales training that will help you boost client retention and protect your revenue stream. HTTP://RyanDohrn.com ✅ Learn how to future-proof your client relationships ✅ Understand the common mistakes that cost you clients ✅ Discover retention tactics used by top-performing sales teams Don't let turnover kill your deals. Watch now and transform your client retention game. #salesskills #salestraining #adtraining #mediasales #corporatesales #RyanDohrn Sales Training with Ryan Dohrn Learn more online at RyanDohrn.com or SalesTrainingWorld.com . If you like Brian Tracy, Grant Cardone, Jeffrey Gitomer, David Hoffeld, Dan Waldschmidt or Gary Vaynerchuk you will love this podcast too.

In this video, Billion Dollar Sales Coach Ryan Dohrn shares proven strategies to STOP losing clients—even when your main contact leaves the company. With over 35 years of experience in media sales training, ad sales training, and corporate sales training, Ryan reveals how to build strong, lasting business relationships that survive internal changes. Whether you're in media, advertising, or corporate sales, this is essential sales training that will help you boost client retention and protect your revenue stream. HTTP://RyanDohrn.com ✅ Learn how to future-proof your client relationships ✅ Understand the common mistakes that cost you clients ✅ Discover retention tactics used by top-performing sales teams Don't let turnover kill your deals. Watch now and transform your client retention game. #salesskills #salestraining #adtraining #mediasales #corporatesales #RyanDohrn Sales Training with Ryan Dohrn Learn more online at RyanDohrn.com or SalesTrainingWorld.com . If you like Brian Tracy, Grant Cardone, Jeffrey Gitomer, David Hoffeld, Dan Waldschmidt or Gary Vaynerchuk you will love this podcast too.

Thank you for joining us on this SPECIAL 5th ANNIVERSARY EPISODE of the Winning at Selling Podcast. I'm Professor Scott Plum of the Minnesota Sales Institute and with me is Bill Hellkamp of REACH Development Systems Sales managers have a tough job. Pressure from upper management to increase sales. Handling customer problems that have escalated. And most importantly, getting their sales team to get out of the office and do some real selling. It's not easy and there are plenty of frustrating issues to overcome. So put on your Big Boy pants as Scott and I welcome Author and Sale Management Expert, Mike Weinberg to discuss The Frustrations of Sales Managers and other fantastic philosophies on Episode 661 of the Winning at Selling podcast. 5th Anniversary Highlights·        261 shows with over 130 hours of sales related content.·        Over 70 guest appearances including Mike Weinberg, Frank Cespedes, Mark Hunter, Steve Keating, David Hoffeld, Anthony Iannarino, Victor Antonio and Robert Jolles ·        Detailed book reviews for 17 books – a total of 4178 pages·        483,603 podcast downloads. ·        Top 1% of all podcasts worldwide!

What is your sales process? DRIVE Your Sales Higher with These 5 Simple Steps - Sales Training with Ryan Dohrn Learn more online at http://RyanDohrn.com or http://SalesTrainingWorld.com . If you like Brian Tracy, Grant Cardone, Jeffrey Gitomer, David Hoffeld, Dan Waldschmidt or Gary Vaynerchuk you will love this podcast too.

Ryan shares a simple acronym for sales training success, DRIVE. This month sales training advisor Ryan Dohrn digs deep on this important topic. Learn more online at http://SalesTrainingWorld.com or http://RyanDohrn.com . If you like Brian Tracy, Grant Cardone, Jeffrey Gitomer, David Hoffeld, Dan Waldschmidt or Gary Vaynerchuk you will love this podcast too.

Ryan shares a simple acronym for sales training success, DRIVE. This month sales training advisor Ryan Dohrn digs deep on this important topic. Learn more online at http://SalesTrainingWorld.com or http://RyanDohrn.com . If you like Brian Tracy, Grant Cardone, Jeffrey Gitomer, David Hoffeld, Dan Waldschmidt or Gary Vaynerchuk you will love this podcast too.

Creating Urgency With Clients with Sales Training Coach Ryan Dohrn. More about Ryan online at RyanDohrn.com . Sales training, sales tips, and sales advice in one podcast. If you like Brian Tracy, Grant Cardone, Jeffrey Gitomer, David Hoffeld, Dan Waldschmidt, or Gary Vaynerchuk you will love this podcast too. For more actionable advice and to send in your questions, email ryan@ryandohrn.com. Subscribe and stay tuned for more tips on sales and marketing!

Creating Urgency With Clients with Sales Training Coach Ryan Dohrn. More about Ryan online at RyanDohrn.com . Sales training, sales tips, and sales advice in one podcast. If you like Brian Tracy, Grant Cardone, Jeffrey Gitomer, David Hoffeld, Dan Waldschmidt, or Gary Vaynerchuk you will love this podcast too. For more actionable advice and to send in your questions, email ryan@ryandohrn.com. Subscribe and stay tuned for more tips on sales and marketing!

Standing Out in a Noisy Sales World with Sales Training Coach Ryan Dohrn. More about Ryan online at RyanDohrn.com . Sales training, sales tips, and sales advice in one podcast. If you like Brian Tracy, Grant Cardone, Jeffrey Gitomer, David Hoffeld, Dan Waldschmidt, or Gary Vaynerchuk you will love this podcast too. For more actionable advice and to send in your questions, email ryan@ryandohrn.com. Subscribe and stay tuned for more tips on sales and marketing!

Standing Out in a Noisy Sales World with Sales Training Coach Ryan Dohrn. More about Ryan online at RyanDohrn.com . Sales training, sales tips, and sales advice in one podcast. If you like Brian Tracy, Grant Cardone, Jeffrey Gitomer, David Hoffeld, Dan Waldschmidt, or Gary Vaynerchuk you will love this podcast too. For more actionable advice and to send in your questions, email ryan@ryandohrn.com. Subscribe and stay tuned for more tips on sales and marketing!

Selling Value to Advertisers Fixated on Price with Sales Training Coach Ryan Dohrn. More about Ryan online at RyanDohrn.com . Sales training, sales tips, and sales advice in one podcast. If you like Brian Tracy, Grant Cardone, Jeffrey Gitomer, David Hoffeld, Dan Waldschmidt, or Gary Vaynerchuk you will love this podcast too. For more actionable advice and to send in your questions, email ryan@ryandohrn.com. Subscribe and stay tuned for more tips on sales and marketing! 00:28 Understanding Value-Based Selling 01:17 Three-Step Process to Value-Based Selling 02:04 Practical Examples of Value-Based Selling 04:34 Exercise: Identifying Features and Benefits 09:23 Using AI in Sales 13:33 Effective Email Subject Lines 17:27 Conclusion and Final Thoughts

Selling Value to Advertisers Fixated on Price with Sales Training Coach Ryan Dohrn. More about Ryan online at RyanDohrn.com . Sales training, sales tips, and sales advice in one podcast. If you like Brian Tracy, Grant Cardone, Jeffrey Gitomer, David Hoffeld, Dan Waldschmidt, or Gary Vaynerchuk you will love this podcast too. For more actionable advice and to send in your questions, email ryan@ryandohrn.com. Subscribe and stay tuned for more tips on sales and marketing! 00:28 Understanding Value-Based Selling 01:17 Three-Step Process to Value-Based Selling 02:04 Practical Examples of Value-Based Selling 04:34 Exercise: Identifying Features and Benefits 09:23 Using AI in Sales 13:33 Effective Email Subject Lines 17:27 Conclusion and Final Thoughts

How To Sell Almost Anything To Anyone At Almost Any Price with Sales Training Coach Ryan Dohrn. More about Ryan online at RyanDohrn.com . Sales training, sales tips, and sales advice in one podcast. If you like Brian Tracy, Grant Cardone, Jeffrey Gitomer, David Hoffeld, Dan Waldschmidt, or Gary Vaynerchuk you will love this podcast too. For more actionable advice and to send in your questions, email ryan@ryandohrn.com. Subscribe and stay tuned for more tips on sales and marketing! 00:38 Key Sales Strategies: Building Trust 02:15 Proving Relevance in Sales 03:33 The Goldilocks Principle in Pricing 05:58 Summary of Key Sales Principles 08:34 Listener Questions: Follow-Up Strategies 13:32 Listener Questions: Handling Ghosting 360adsales.com/ nichemediaevents.com/ ryandohrn.com/

How To Sell Almost Anything To Anyone At Almost Any Price with Sales Training Coach Ryan Dohrn. More about Ryan online at RyanDohrn.com . Sales training, sales tips, and sales advice in one podcast. If you like Brian Tracy, Grant Cardone, Jeffrey Gitomer, David Hoffeld, Dan Waldschmidt, or Gary Vaynerchuk you will love this podcast too. For more actionable advice and to send in your questions, email ryan@ryandohrn.com. Subscribe and stay tuned for more tips on sales and marketing! 00:38 Key Sales Strategies: Building Trust 02:15 Proving Relevance in Sales 03:33 The Goldilocks Principle in Pricing 05:58 Summary of Key Sales Principles 08:34 Listener Questions: Follow-Up Strategies 13:32 Listener Questions: Handling Ghosting 360adsales.com/ nichemediaevents.com/ ryandohrn.com/

Stop Being Yourself to Sell More! with Sales Training Coach Ryan Dohrn. More about Ryan online at RyanDohrn.com . Sales training, sales tips, and sales advice in one podcast. If you like Brian Tracy, Grant Cardone, Jeffrey Gitomer, David Hoffeld, Dan Waldschmidt, or Gary Vaynerchuk you will love this podcast too.

How To Make Cold Calling Really Work with Sales Training Coach Ryan Dohrn. More about Ryan online at RyanDohrn.com . Sales training, sales tips, and sales advice in one podcast. If you like Brian Tracy, Grant Cardone, Jeffrey Gitomer, David Hoffeld, Dan Waldschmidt, or Gary Vaynerchuk you will love this podcast too.

David Hoffeld is the CEO and chief sales trainer of Hoffeld Group in Minneapolis, Minnesota, a Harvard Business School graduate, and author of The Science of Selling. He is passionate about serving God and giving Him glory through his ability to train and invest in people. His groundbreaking methods employ the latest scientific research to teach salespeople better and more transparent methods of influencing buying decisions. In this episode, Dr. Matt Davis and Hoffeld discuss decision-making in the face of risk and uncertainty; sales tactics and pressure with insights on training and customer service; transitioning from ministry to business coaching; and both find common ground in the shared values of pursuing excellence, and of ministering the gospel and worshipping beyond church walls.

Polishing Your Pitch: Sales Presentation Mastery with sales training coach Ryan Dohrn. More about Ryan online at RyanDohrn.com . Sales training, sales tips, and sales advice in one podcast. If you like Brian Tracy, Grant Cardone, Jeffrey Gitomer, David Hoffeld, Dan Waldschmidt, or Gary Vaynerchuk you will love this podcast too.

Mastering Time: Boost Sales with Efficiency with sales training coach Ryan Dohrn. More about Ryan online at RyanDohrn.com . Sales training, sales tips, and sales advice in one podcast. If you like Brian Tracy, Grant Cardone, Jeffrey Gitomer, David Hoffeld, Dan Waldschmidt, or Gary Vaynerchuk you will love this podcast too.

Putting the HUMAN back in sales with sales training coach Ryan Dohrn. More about Ryan online at RyanDohrn.com . Sales training, sales tips, and sales advice in one podcast. If you like Brian Tracy, Grant Cardone, Jeffrey Gitomer, David Hoffeld, Dan Waldschmidt, or Gary Vaynerchuk you will love this podcast too.

The Truth Behind Email Subject Lines with sales training coach Ryan Dohrn. More about Ryan online at RyanDohrn.com. Sales training, sales tips, and sales advice in one podcast. If you like Brian Tracy, Grant Cardone, Jeffrey Gitomer, David Hoffeld, Dan Waldschmidt, or Gary Vaynerchuk you will love this podcast too.

In episode #309, the CEO and Chief Sales Trainer at the Hoffeld Group, David Hoffeld, dives into how to leverage social proof to your benefit. David also covers what to do if you trigger reactance. According to David, reactance is “Psychological arousal that occurs when you perceive your ability to freely choose is being restricted by another person.” When you're told you can't do something, you want to do it even more. But triggering reactance in someone reduces your ability to influence them. Find out how you counteract the psychological phenomenon in this throwback episode of Negotiations Ninja! 

3 Steps to Increase Your Happiness and Your Sales in 2024 with sales training coach Ryan Dohrn. More about Ryan online at RyanDohrn.com . Sales training, sales tips, and sales advice in one podcast. If you like Brian Tracy, Grant Cardone, Jeffrey Gitomer, David Hoffeld, Dan Waldschmidt, or Gary Vaynerchuk you will love this podcast too.

How to Sell Value When Price is the Customers Focus with sales training coach Ryan Dohrn. More about Ryan online at RyanDohrn.com . Sales training, sales tips, and sales advice in one podcast. If you like Brian Tracy, Grant Cardone, Jeffrey Gitomer, David Hoffeld, Dan Waldschmidt, or Gary Vaynerchuk you will love this podcast too.

5 Ways to Maximize Your LinkedIN Sales Strategies with sales training coach Ryan Dohrn. More about Ryan online at RyanDohrn.com . Sales training, sales tips, and sales advice in one podcast. If you like Brian Tracy, Grant Cardone, Jeffrey Gitomer, David Hoffeld, Dan Waldschmidt, or Gary Vaynerchuk you will love this podcast too.

Improving Your Sales Decks to Close More NOW! with sales training coach Ryan Dohrn. Sales training, sales tips, and sales advice in one podcast. If you like Brian Tracy, Grant Cardone, Jeffrey Gitomer, David Hoffeld, Dan Waldschmidt, or Gary Vaynerchuk you will love this podcast too.

Improving Your Sales Decks to Close More NOW! with sales training coach Ryan Dohrn. More about Ryan online at RyanDohrn.com . Sales training, sales tips, and sales advice in one podcast. If you like Brian Tracy, Grant Cardone, Jeffrey Gitomer, David Hoffeld, Dan Waldschmidt, or Gary Vaynerchuk you will love this podcast too.

5 Reasons Video Should Be a Part of Your Sales Process with sales training coach Ryan Dohrn. Sales training, sales tips, and sales advice in one podcast. If you like Brian Tracy, Grant Cardone, Jeffrey Gitomer, David Hoffeld, Dan Waldschmidt, or Gary Vaynerchuk you will love this podcast too. Sales training, sales strategies, marketing strategy, sales advice, sales tips, sales, and marketing tips.

In this episode, we speak with world-renowned sales expert and author David Hoffeld about using science to increase sales effectiveness and grow your top line.

Three Ways to Be Sure You Are a Value Driven Seller with sales training coach Ryan Dohrn. Sales training, sales tips, and sales advice in one podcast. If you like Brian Tracy, Grant Cardone, Jeffrey Gitomer, David Hoffeld, Dan Waldschmidt, or Gary Vaynerchuk you will love this podcast too. Sales training, sales strategies, marketing strategy, sales advice, sales tips, sales, and marketing tips.

Get Three No's Before You Let 'Em Go! with sales training coach Ryan Dohrn. More about Ryan online at RyanDohrn.com . Sales training, sales tips, and sales advice in one podcast. If you like Brian Tracy, Grant Cardone, Jeffrey Gitomer, David Hoffeld, Dan Waldschmidt, or Gary Vaynerchuk you will love this podcast too. Sales training, sales strategies, marketing strategy, sales advice, sales tips, sales, and marketing tips.

Stop Hiding Your Sales Info with sales training coach Ryan Dohrn. More about Ryan online at RyanDohrn.com . Sales training, sales tips, and sales advice in one podcast. If you like Brian Tracy, Grant Cardone, Jeffrey Gitomer, David Hoffeld, Dan Waldschmidt, or Gary Vaynerchuk you will love this podcast too. Sales training, sales strategies, marketing strategy, sales advice, sales tips, sales, and marketing tips.

Why Three Pricing Options Will Close More Deals with sales training coach Ryan Dohrn. More about Ryan online at RyanDohrn.com . Sales training, sales tips, and sales advice in one podcast. If you like Brian Tracy, Grant Cardone, Jeffrey Gitomer, David Hoffeld, Dan Waldschmidt, or Gary Vaynerchuk you will love this podcast too. Sales training, sales strategies, marketing strategy, sales advice, sales tips, sales, and marketing tips.

3 Important Tweaks to Your Next Sales Call with sales training coach Ryan Dohrn. More about Ryan online at RyanDohrn.com . Sales training, sales tips, and sales advice in one podcast. If you like Brian Tracy, Grant Cardone, Jeffrey Gitomer, David Hoffeld, Dan Waldschmidt, or Gary Vaynerchuk you will love this podcast too. Sales training, sales strategies, marketing strategy, sales advice, sales tips, sales, and marketing tips.

3 Ways to Optimize Your Sales Process to Increase Sales with sales training coach Ryan Dohrn. More about Ryan online at RyanDohrn.com . Sales training, sales tips, and sales advice in one podcast. If you like Brian Tracy, Grant Cardone, Jeffrey Gitomer, David Hoffeld, Dan Waldschmidt, or Gary Vaynerchuk you will love this podcast too. Sales training, sales strategies, marketing strategy, sales advice, sales tips, sales, and marketing tips.

Becoming a Known Entity with sales training coach Ryan Dohrn. More about Ryan online at RyanDohrn.com . Sales training, sales tips, and sales advice in one podcast. If you like Brian Tracy, Grant Cardone, Jeffrey Gitomer, David Hoffeld, Dan Waldschmidt, or Gary Vaynerchuk you will love this podcast too. Sales training, sales strategies, marketing strategy, sales advice, sales tips, sales, and marketing tips.

To Text or Not to Text in the Sales Process with sales training coach Ryan Dohrn. More about Ryan online at RyanDohrn.com . Sales training, sales tips, and sales advice in one podcast. If you like Brian Tracy, Grant Cardone, Jeffrey Gitomer, David Hoffeld, Dan Waldschmidt, or Gary Vaynerchuk you will love this podcast too. Sales training, sales strategies, marketing strategy, sales advice, sales tips, sales, and marketing tips.

David Hoffeld drops by Put That Coffee Down once again to teach us all the science that drives sales. David is the founder of the Hoffeld Group along with the author of, The Science of Selling and Sell More With Science, and has spent the past decade researching how sellers sell, but more importantly why buyers buy. We talk about the six why's of commitment and how all too often a salesperson's presentation of value does not align with a buyer's perception of value.Follow the Put That Coffee Down PodcastOther FreightWaves Shows

David Hoffeld drops by Put That Coffee Down once again to teach us all the science that drives sales. David is the founder of the Hoffeld Group along with the author of, The Science of Selling and Sell More With Science, and has spent the past decade researching how sellers sell, but more importantly why buyers buy. We talk about the six why's of commitment and how all too often a salesperson's presentation of value does not align with a buyer's perception of value.Follow the Put That Coffee Down PodcastOther FreightWaves Shows

David Hoffeld is the CEO and Chief Sales Trainer of Hoffeld Group, a top research-backed sales training and consulting firm. He is the author of the best-selling book The Science of Selling and his most recent book, Sell More with Science. David has pioneered a revolutionary sales approach based on research in neuroscience, social psychology, and behavioral economics, proven to radically increase sales. As a sought-after sales thought leader and speaker, David helps companies align their sales behaviors with how the brain naturally forms buying decisions. Join us as we discuss topics from his books, with insights on the science behind buying decisions, how to effectively frame any question for a client, and the importance of fostering a growth mindset in sales. Highlights David's journey in professional sales Defining the key terms from David's book The science behind how the buying decision occurs The six “why's” of science-based selling Framing questions about your product or service Focusing on the buyer Fostering a growth mindset in sales What David is currently learning Episode Resources Connect with Mark Cox https://www.inthefunnel.com/ https://ca.linkedin.com/in/markandrewcox https://www.facebook.com/inthefunnel markcox@inthefunnel.com Connect with David Hoffeld The Science of Learning Sell More with Science https://www.hoffeldgroup.com/ https://www.linkedin.com/in/davidhoffeld/  Call to Action In the Funnel Sales Workshop Free Sales Tools How to Listen: Subscribe on Apple Podcasts Listen on Spotify

Systems are part of nature and for the best salespeople, part of how they sell. When scientists conduct experiments in the natural world, they're looking for things that reliably repeat – a lesson salespeople can benefit from. To learn how to apply science to systemize our way out of losing sales, we sat down with David Hoffeld, author of The Science Of Selling and Sell More With Science. He showed us a simple system to leverage science in the way we sell and ensure we never lose a sale for the same reason again! It's all in this week's Bulletproof Selling podcast!

David Hoffeld is the CEO and Chief Sales Trainer at the Hoffeld Group. They conduct research across social psychology, cognitive psychology, neuroscience, and behavioral economics and apply it to selling and negotiating.  What has science proven regarding how our brains work? How do you apply that to how you sell? It provides instant clarity and helps you reach success. Leveraging science makes you predictably more effective. Learn all about leveraging the science of social proof in this episode of Negotiations Ninja. Outline of This Episode [1:34] Learn more about David Hoffeld [2:23] Leveraging the science of social proof [6:26] What to do when you trigger reactance [10:13] How to “boost the mood” of the buyer [14:29] The presentation versus the perception of value [20:04] Learn about David's book, “Sell More with Science”  [21:04] The detriment of a fixed mindset The basics of social proof There are simple strategies everyone can follow to influence others. Social proof is one example. Social proof connects the persuasiveness of an idea with how other people are responding to it. It's why everyone reads best-sellers, watches Blockbuster movies, or goes to a business with great reviews. If other people are having a good experience, it must be good, right? Social proof is powerful. You can frame suggestions and insights with it. It naturally causes the brain to lower the perception of risk. And we all know that humans are risk-averse. They don't want to make a bad decision. So when you can leverage social proof when you frame things, it significantly increases the likelihood that people will comply with what you said. It also piques naturally curiosity.  Leveraging the science of social proof in negotiation Social proof also prepares people to be more receptive to whatever you share. It can be applied through testimonials, statements, sharing narratives, and more. How can you apply it in a negotiation or sales call?  As you apply social proof, remember that similarity amplifies its impact. So share specific examples similar to the people you're negotiating with. It amplifies the persuasive clout and makes it more compelling. It helps people see what working with you would be like through the lens of results from people like them.  Once you master the science of social proof, it's easy to adapt other principles of influence. But every once and a while, you'll hit a snag and trigger reactance. What to do when you trigger reactance When you walk past a sign that says “Don't touch, wet paint” you want to touch the paint, right? Everyone has the same reaction. Why does a sign telling you not to do something cause you to do that very thing? Reactance is psychological arousal that occurs when you perceive your ability to freely choose is being restricted by another person. Good or bad, we want every decision to be our own. It's why people don't like working with salespeople. They don't like to be pressured.  When you try to create urgency or make a strong business case, you'll run the risk of creating reactance. Reactance kills influence. So how do you reduce reactance? When you make a suggestion and a strong business case, let people know that it's entirely up to them. It boosts compliance significantly. When you get out of the way, it allows the business case to shine. They feel a sense of urgency and it will amplify your influence.  David shares more tips and strategies on how to boost your influence in this episode. Don't miss it! Resources & People Mentioned The Importance of Social Proof as a Trust Signal Connect with David Hoffeld David's website Connect on LinkedIn Follow on Twitter The Science of Selling Sell More with Science Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

Do you want to sell more? Of course you do! That's why you listen to this podcast. The question is, do you sell scientifically? That's a pretty good question and I'm not sure if I could answer yes to it. But this episode's guest will be able to help us find an answer and a better way to sell. So, put on your white lab coat as Scott and I discuss Selling More with Science with author and sales trainer, David Hoffeld on episode 524 of the Winning at Selling Podcast.

How you think determines the results you produce — this is a scientific fact. In this Expert Insight Interview, we welcome David Hoffeld, the author of The Science of Selling and Sell More with Science.

Bestselling author David Hoffeld and Kevin Hill, FreightWaves Executive Publisher, discuss how we can all use science and the human psyche to drive sales by sticking to our ethics.With more than 60 years of experience in logistics innovation, Dunavant is a family-owned business that has the knowledge to ensure global and domestic shipping practices are efficient and effective. Dunavant generates supply chain proficiency with outstanding, attentive, and expedient customer service. For more information, visit Dunavant.com.Follow Put That Coffee Down on Apple PodcastsFollow Put That Coffee Down on SpotifyMore FreightWaves Podcasts

Sell More with Science: The Mindsets, Traits, and Behaviors That Create Sales Success by David Hoffeld About the Book: Today, in sales, business, and life, you need every advantage you can get. In Sell More with Science, David Hoffeld, the world's leading expert on applying science to selling, shares his revolutionary three-part system to experience surefire success at home, at work, and out in the world. Here, Hoffeld utilizes research studies from social psychology, neuroscience, and behavioral economics to reveal actionable insights you can use to grow your sales, achieve more, and stay ahead of the competition. You'll discover: Two evidence-based mindsets that will help you earn more sales Seven strategies that will boost your chances of reaching any goal Powerful principles that will enhance your ability to guide potential clients into positive buying decisions Ways to win day-to-day interactions—in business and beyond How to reframe any idea or situation What it means to sell with integrity A science-backed formula you can follow to create positive career change And much more Filled with practical insights and exercises, Sell More with Science is a game-changing guide for anyone who wants to take their influence, sales, or career to new heights. About the Author:  David Hoffeld is the CEO and chief sales trainer at Hoffeld Group, a research-based sales and consulting firm. He's pioneered a sales approach based on research in neuroscience, social psychology, and behavioral economics that's been proven to dramatically increase sales. He has trained and coached salespeople from small and medium-sized businesses to Fortune 500 companies. David has lectured at Harvard Business School and has been featured in Fortune, U.S. News and World Report, The Wall Street Journal, Fast Company, Harvard Business Review, Investor's Business Daily, INC, Forbes, CBS Radio, Fox News Radio, and more. And, interesting fact – at the age of 10, he read Dale Carnegie's bestselling book How to Win Friends & Influence People! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/sell-more-science-david-hoffeld