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David Hoffeld’s Followers (11)
David Hoffeld
More books by David Hoffeld…
“The peripheral route of influence refers to factors that are outside of the message itself, but still have considerable sway on how we make decisions. It includes essential elements of selling such as building rapport, compellingly presenting a product or service, and enhancing trust. This method of influence is made up of a series of mental reflexes, known as “heuristics.”
― The Science of Selling: Proven Strategies to Make Your Pitch, Influence Decisions, and Close the Deal
― The Science of Selling: Proven Strategies to Make Your Pitch, Influence Decisions, and Close the Deal
“A meta-analysis that analyzed fifty years of research found that expertise is a primary component of trust.17 Cognitive psychologist R. Glen Hass maintains that when the brain recognizes that someone is an expert, it is far more likely to comply with that person’s suggestions.18”
― The Science of Selling: Proven Strategies to Make Your Pitch, Influence Decisions, and Close the Deal
― The Science of Selling: Proven Strategies to Make Your Pitch, Influence Decisions, and Close the Deal
“3 STEPS FOR APPLYING DISTINCT VALUE Step 1: Understand what matters to your buyers. Step 2: Identify something about your company, product, or service that competitors cannot match. Step 3: Convey steps 1 and 2 to buyers and ask for their buy-in to the value you have presented.”
― The Science of Selling: Proven Strategies to Make Your Pitch, Influence Decisions, and Close the Deal
― The Science of Selling: Proven Strategies to Make Your Pitch, Influence Decisions, and Close the Deal
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