Summary of Sell More with Science

Sell More with Science is a comprehensive guide to successful sales that reveals the four main scientific principles that have been proven to enhance sales performance. Authored by John H. Zenger and Robert F. Carman, the book demystifies the complexity of sales by providing simple and actionable advice broken down into four scientific concepts – Motivation, Impression, Expectation (MIE), and Segmentation – and their essential elements. The authors present real-life examples to demonstrate exactly how to apply the principles in any sales environment, and show how they can be integrated with a sales team to drive long-term, sustainable results. This book is a must-read for sales professionals of all levels looking to enhance their effectiveness.