Steve Hoffacker's Books For Salespeople

"Power Of Discovery: Who, What, When,
Where, & More In Building The Sale"

Steve Hoffacker, AICP, CAASH, CAPS, CGP, CMP, CSP, MCSP, MIRM, published this book of personally-authored, original material for all non-residential real estate salespeople - commercial real estate, remodelers, designers, MLM, professional services, nonprofit organizations, membership associations, and independent sales reps.

This book is based on the "who, what, when, where, and why" formula of journalism, and it adds to it additional facets of "how and which."

For the first time, the questions have been assembled - along with their strategies - that a professional salesperson (B2B or B2C), membership director, MLM, consultant, or professional selling their own services needs to ask to get a correct assessment of where someone is positioned in their willingness to search for a product, service, solution, or opportunity - plus their interest level and ability to make a decision to move forward.

This book has dozens of sample questions - find a phrasing that is right for your style of speech and level of formality. Everything from the initial greeting to trial closes and the final closing question can be found here. There are several scenarios for working with objections also.

This book takes the guesswork out of working with your customers.

This book contains 160 pages in 9 chapters:

1.Who?

2.What?

3.When?

4.Where?

5.Why?

6.How?

7.Which?

8.More Questions

9.Go Discover!



















“In building any sale, communication skills are of supreme importance to unlocking the doors of opportunity. Steve Hoffacker has captured the essence of these essential skills and provides a wealth of helpful and insightful information in a very practical manner. This easy to read book will be a valuable resource for anyone who desires to be more effective in making a sale.” — Clay McQuerry, CAPS, CLR, BSSW, MDIV, Executive Director, Rebuilding Together Clay County, Liberty, Missouri


“Getting clear about your process and understanding your consumer through your process has never been more important than today! Reading Steve Hoffacker's book 'Power Of Discovery’ gives insights and easy-to-understand steps to do what is needed to ensure success. Steve's book will save you time and improve your professional approach. This book is both practical and useful - immediately!” — Sarah Reep, ASID, IIAD, CKD, CMG, CAPS, Director, Designer Relations & Education, Masco Cabinetry, Littlefield, Ohio







Steve Hoffacker - Author, Coach, Consultant