Science-Based Selling

Ever feel like traditional sales techniques are missing something?

Well, sounds like it’s time to meet science-based selling. Instead of just going with the flow, why not dive into what actually makes people tick? Science-based selling taps into the psychology and neuroscience behind decision-making, helping you understand why people say “yes” (or “no”) and how you can build trust that lasts. This isn’t about pushing harder—it’s about working smarter and connecting in ways that feel natural.

Ready to up your sales game with a little science? Let’s jump right in…

NOTE: Curious about how science can give you an edge in sales? This article explores the psychology behind effective selling techniques, from building trust to leveraging decision-making triggers. It’s perfect for anyone looking to understand the “why” behind successful sales strategies. Dive deeper into science-backed methods.

Scientific selling is a set of sales techniques that use neuroscience, social psychology, and behavioral economics to develop the best sales strategies that focus on boosting the performance of the seller, segment, and purchasing process.

NOTE: Discover how neuroscience can be applied to sales, from understanding customer behavior to using brain-based techniques that can influence buying decisions. This article is all about the intersection of sales and brain science for those ready to take their skills to the next level. Check out these neuroscience-inspired sales techniques.

Business leaders insist on a behavioral-based sales strategy because they have learned how to increase their sales with behavioral science. We use scientific research to understand what is happening in the buyer's brain and to develop effective manipulative strategies that help us influence it.

We are moving away from the typical b2b sales practice, which focuses on sellers and their sellers, towards a more holistic approach to sales, marketing, and business development. Competition in the retail industry is strong, and data can help you dramatically improve your sales, but you need to start somewhere.

And you need a chance to succeed. 

The good news is that there are many sellers who still rely on outdated methods and techniques to increase sales. 

The science-based sales techniques are based on proven scientific principles that can help you double your sales! Next time you have a sales call or talk to a potential new customer, try to see if any of them will have a positive impact.

The Scientific Selling Process

So, let’s touch on the scientific selling process.

It’s basically sales with a lab coat on. Think of it as trading in gut instincts for a bit of science, using data and analytics to guide every move. Personally, I love that it’s less “throw it against the wall and see what sticks” and more “let’s see what the data says.”

Each step of the sales process, from prospecting to closing, gets optimized based on real metrics. It’s like having a GPS for sales, and who doesn’t want to avoid the potholes?

Here’s how it usually goes:

I set measurable goals, track metrics, and yes, geek out over KPIs. For instance, instead of just aiming to “close more deals,” I might track how many follow-ups it takes to convert a lead or which messages get the best responses. It’s not as flashy as swinging for the fences, but it’s about making data-backed adjustments to improve each stage of the process.

And honestly, nothing feels better than knowing you’re not just crossing your fingers for a win but building on methods that actually work.

The best part?

This approach keeps me learning and tweaking as I go. The scientific selling process is all about refining based on what’s working (or what’s totally not). It’s like a sales recipe that you’re always improving, one data point at a time.

And with each small tweak, the process gets a little smoother and more effective. If you like the idea of creating predictable success without the guesswork, this approach is where the magic happens.

Sales Manager David Hoffeld has launched a new mobile-friendly - website to meet the demand of his customers for scientific training. HoffEldGroup.com was founded to satisfy the growing hunger for hands-on sales knowledge based on proven scientific knowledge and enabling distributors to master today's challenging sales climate.

"While business leaders learn how to increase their sales with behavioral science, they insist on behavioral sales strategy because they have learned how to increase their sales with behavioral science, " Hoffeld says.

This new website will help you better respond to the needs of those who want to learn more about the science-based sales movement. Motivated by his passion to help companies succeed, Hoffeld founded Science-Based Sales, a new science-based sales and consulting service. 

The company, based in Minneapolis, Minnesota, incorporates principles from behavioral research and translates them into increased sales results. 

In an interview, David shares his experience and vision for Science-Based Sales and his view on how data and psychology can work together to transform sales (you can Google for the excerpt from "Proving Sales: Making the Pitch and Closing the Deal" by David Hoffeld, founder of Science-based sales and consulting). 

The field of marketing and customer success has been driven by science for some time, but what distinguishes Science-Based Sales from traditional sales methods is that it focuses on a revolutionary science-based approach to sales. 

Unlike almost any modern sales system, science-based selling is not based on surveying a group of sellers to find out what they are doing, or on repeating the way certain sellers or groups of sellers have sold in the past. This sales method uses tools that correspond to the buyer's behavior and therefore show a dramatic increase in the percentage of sales. Sellers who take advantage of this positive approach benefit from the positive attitude of the seller and the seller who uses it. 

Science-based distribution takes advantage of this "positive approach" by mocking competition and focusing on positive characteristics of products and services. The science of selling is full of insights into human behavior and decision-making. The work described can be used to manipulate the purchase, and the results of this work can cause a dramatic increase in sales. 

Science has proven a lot about how the brains of potential customers make buying decisions, and also about the role of the brain in the buying process. Scientific sales use social psychology, neuroscience, and behavioral economics to complete the sale. It connects us to the real-world sales situations we face every day to help us succeed consistently.

A big part of this is that the way most people sell is not consistent with the way their customers make buying decisions. If you want a better understanding of decisions - making decisions to serve your customers - there are a few books based on scientific knowledge, one of which hones your sales skills.

Of course, the book also focuses on the science of sales, but from a psychological point of view.

Science confirms the gaping discrepancy between how people sell and how people make buying decisions. In Science of Selling, David Hoffeld draws on more than 400 scientific studies showing how the human brain makes purchasing decisions, as well as research on the psychology of sales.

How do you think these two scientific concepts, data, and psychology, can work together to transform and increase revenue?

The number one reason sellers are inferior is that they inadvertently use their selling behavior, not how the brain is wired to influence and formulate buying decisions. To make matters worse, the way sellers learn to sell is based on selling, not buying, and that is what they have been taught. If a seller does not know how to use an opportunity effectively, that opportunity is lost.

In the end...

Science-based selling isn’t just about making more sales—it’s about building connections, creating trust, and helping customers make informed decisions. When you bring a little psychology and neuroscience into your sales approach, you’re not only setting yourself up for success but also creating a positive experience for the people you’re connecting with.

Remember, selling with science is about making your process smarter and more human.

So, next time you’re in a sales conversation, think about what drives your customer’s choices, and let the science guide you to better, more meaningful interactions. Here’s to smarter, more effective selling—one science-backed step at a time!