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In this episode, we detail the importance of owning your success. 
Why Spend the Money?

Why Spend the Money?

2021-04-2026:481

In the first of this two part series we discuss how to leverage the positive outcomes you deliver to buyers to answer and obtain commitment to Why #6, Why Spend the Money. 
In this episode, we discuss how to obtain commitment to Why #5, Why Your Product or Service. 
In this episode, you'll discover how to sell in a way that will inspire your potential clients to move one step closer to a positive buying decision by making a commitment to Why #3 - Why Your Industry Solution!
Why Now?

Why Now?

2021-03-2326:061

In this episode, we give you an overview of how to compellingly answer why your potential clients should commit to making a change and purchase your product or service now.  We also detail one of the biggest makes salespeople make when trying to create urgency and what you can do to shorten the time it takes you to earn sales.
Why Change?

Why Change?

2021-03-1616:541

In this episode, we discuss the Six Whys, and how to gain commitment to Why #1 (Why Change?). 
Effective Practice

Effective Practice

2021-03-0919:06

In 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. 
Buying Requirements

Buying Requirements

2021-03-0219:34

In this episode, we discuss the importance of buying requirements throughout the sales process!
In this episode, we discuss the importance of commitments in selling and share science-backed strategies to improve your ability to gain commitments throughout the sales process. 
The research shows that warming up your sales calls is essential. In this episode, learn 5 principles to take your warm up to the next level. 
In this episode, you'll learn a simple, yet powerful strategy to handle negativity and rejection in sales!
Learn science-backed strategies to successfully set goals in sales!
Achievement Mindset

Achievement Mindset

2020-11-1019:33

Learn more about the power and importance of having an achievement mindset, especially in sales!
Discovery

Discovery

2020-10-2716:44

In this episode, we discuss how to take your discovery process to the next level. 
Selling with Stories

Selling with Stories

2020-10-2219:03

In this episode, we cover how to effectively use stories throughout the sales process.  Website: www.hoffeldgroup.com
***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
Welcome 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 general, in almost every area of life. And the opposite is also true, there are mindsets that have been scientifically proven now, from decades of research, that almost guarantee you won't be successful. And so this is really impactful because these mindsets predispose us to act in very predictable ways. And I see this every time literally every time I go into an organization to work with their salespeople. I see that some of them take the training and go really well and absorb it well. And they're just success. I can by the end of the training, have a day even I'll be able to say okay, he or she is going to do awesome. And then there are others where just the mindset they have literally made the training not as impactful and guarantees that much won't change because of an effect. This is so important.Website: www.hoffeldgroup.comLinkedIn: www.linkedin.com/company/hoffeld-group/Carl's LinkedIn: www.linkedin.com/in/carlpaulsonEmail: contact@hoffeldgroup.com, david.hoffeld@hoffeldgroup.com, carl.paulson@hoffeldgroup.com
Win/Loss Analysis

Win/Loss Analysis

2020-09-0824:02

Welcome 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 a day. They usually happen over a series of weeks or even months, where don't just do little things differently or the market changes, or you just slowly kind of fall into unproductive behavior. And oftentimes, what I find is salespeople don't even realize when they get into a slump, how they got there. They rarely are saying, Okay, I know where what it is. Because if they knew what it is that causing the slump, or they want to fix it while ago, right, so they wouldn't be in the slump. And so sales slumps are problematic, not only because you're obviously in a slump, you're not selling as much as you could or should be. But also it's very easy when you're in a sales slump, to get negative in your mindset. And that is always a problem, right? So you begin to get this negative emotional state, this negative frame of mind, and then it becomes that that mindset makes it even harder to get out of that sales slump. So these things are very challenging. But the good news is, you don't have to go on them. You don't have to experience a sales slump anymore. Website: www.hoffeldgroup.comLinkedIn: www.linkedin.com/company/hoffeld-group/Carl's LinkedIn: www.linkedin.com/in/carlpaulsonEmail: contact@hoffeldgroup.com, david.hoffeld@hoffeldgroup.com, carl.paulson@hoffeldgroup.com
Cold Call Reluctance

Cold Call Reluctance

2020-08-0317:43

In 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 News and World Report, The Wall Street Journal, Forbes, Harvard Business Review, CBS Radio, and that's just to name a few. Email: contact@hoffeldgroup.comWebsite: www.hoffeldgroup.com
Learn a scientific principle that is more powerful than likeability and will help you effective engage potential clients
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