Leveraging the Science of Social Proof in Negotiation with David Hoffeld, Ep #309

<p>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. </p> <p><em>What has science proven regarding how our brains work? How do you apply that to how you sell?</em> 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.</p> <h2>Outline of This Episode</h2> <ul> <li>[1:34] Learn more about David Hoffeld</li> <li>[2:23] Leveraging the science of social proof</li> <li>[6:26] What to do when you trigger reactance</li> <li>[10:13] How to “boost the mood” of the buyer</li> <li>[14:29] The presentation versus the perception of value</li> <li>[20:04] Learn about David’s book, “Sell More with Science” </li> <li>[21:04] The detriment of a fixed mindset</li> </ul> <h2>The basics of social proof</h2> <p>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?</p> <p>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. </p> <h2>Leveraging the science of social proof in negotiation</h2> <p>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 y