‘3 Science-Backed Strategies to Improve Sales Effectiveness’ – HubSpot
David Hoffeld says, “There has never been a more exciting time to be in sales. Over the past few decades, there’s been an explosion of scientific research on how humans make choices and which factors influence what we say, how we act, and what we decide to buy. In the past, these scientific breakthroughs were buried in academic journals, so salespeople and business leaders did not have access to them. Luckily, this is no longer the case.
Science reveals that our brains follow certain predictable steps when making buying decisions. The more sales behaviors are aligned with how the brain is naturally influenced and creates buying decisions, the more successful and mutually beneficial they will be. Here’s a look at three science-backed strategies that have been proven to boost sales effectiveness and results.
1) When You Present Matters
When you are meeting with potential customers to deliver a formal presentation and you know the deal is competitive, should you go first or last? Two behavioral scientists conducted research that identified that presentation order heavily influences which vendor is chosen”.
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