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@DanielPink changed my view on sales, and To Sell is Human is the first book I recommend to anyone getting into the field.
Here are 20+ takeaways
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Here are 20+ takeaways
First, some facts:
America& #39;s sales force outnumbers the federal government 5 to 1https://abs.twimg.com/emoji/v2/... draggable="false" alt="🤯" title="Explodierender Kopf" aria-label="Emoji: Explodierender Kopf">
People spend ~40% of their time at work engaged in some form of selling—persuasion, convincing others, etc.
America& #39;s sales force outnumbers the federal government 5 to 1
People spend ~40% of their time at work engaged in some form of selling—persuasion, convincing others, etc.
He uses the ABC acronym for convincing others:
A: Attunement
B: Buoyancy
C: Clarity
A: Attunement
B: Buoyancy
C: Clarity
Attunement is aligning your actions and outlook with other people.
To do this, assume the position of lower power, think about their perspective—empathize—and subtly mimic the other person.
Use similar words, make light physical touch.
To do this, assume the position of lower power, think about their perspective—empathize—and subtly mimic the other person.
Use similar words, make light physical touch.
Ambiverts—people who are neither strongly extroverted, or strongly introverted—make the best salespeople.
They strike the right balance between listening and talking.
They strike the right balance between listening and talking.
Buoyancy is the ability to "stay afloat" amid rejection.
To stay buoyant, prep yourself, express positivity during the sale, and if you do get rejected, view it as a learning experience.
To stay buoyant, prep yourself, express positivity during the sale, and if you do get rejected, view it as a learning experience.
Help others see their situations in a new light, and identify their problems clearly.
When information is everywhere, being able to clearly identify problems and solutions is immensely valuable to prospects.
When information is everywhere, being able to clearly identify problems and solutions is immensely valuable to prospects.
The best question to ask in preparing your sale: Compared to what?
What do I want my prospect to compare my solution to?
Find a problem, frame it for your prospect, then compel them to act.
What do I want my prospect to compare my solution to?
Find a problem, frame it for your prospect, then compel them to act.
Ask "irrational" questions to motivate people:
Question 1: On a scale of 1 to 10, how ready are you to do X?
Question 2: Why didn& #39;t you pick a lower number?
Most people will proceed to explain themselves, which gives you insight in to their thinking.
Question 1: On a scale of 1 to 10, how ready are you to do X?
Question 2: Why didn& #39;t you pick a lower number?
Most people will proceed to explain themselves, which gives you insight in to their thinking.
Come up with questions for your prospects ahead of time.
Read books about persuasion like Influence and Made to Stick.
Ask why repeatedly.
Read books about persuasion like Influence and Made to Stick.
Ask why repeatedly.
A heuristic for how a pitch is going: if people on the opposite side of the table are engaging and working with you in a collaborative way, it& #39;s going well.
If they aren& #39;t engaging, it& #39;s not going well.
The purpose of a pitch is to start a conversation.
If they aren& #39;t engaging, it& #39;s not going well.
The purpose of a pitch is to start a conversation.
Try the Pixar pitch:
Once upon a time ______________________________. Every day, _______________. One day _________________________. Because of that, ___________________. Because of that, _______________________. Until finally ___________________.
http://bit.ly/jlVWrG ">https://bit.ly/jlVWrG&qu...
Once upon a time ______________________________. Every day, _______________. One day _________________________. Because of that, ___________________. Because of that, _______________________. Until finally ___________________.
http://bit.ly/jlVWrG ">https://bit.ly/jlVWrG&qu...
Good pitches involve improvisation.
Use the rules of improv to help:
1. Hear offers (listen)
2. Say "Yes and"
3. Make your partner look good.
A script is useful, but a script + improvisation is better.
Use the rules of improv to help:
1. Hear offers (listen)
2. Say "Yes and"
3. Make your partner look good.
A script is useful, but a script + improvisation is better.
Ultimately, sales is about improving the lives of others.
Sell products you like, to people you care about.
At the very least, believe in what you& #39;re doing, and have a purpose for it.
The people you& #39;re selling to are human too.
Sell products you like, to people you care about.
At the very least, believe in what you& #39;re doing, and have a purpose for it.
The people you& #39;re selling to are human too.
Treat everybody as you would your grandmother, and always ask these two questions:
1. If the person you’re selling to agrees to buy, will his or her life improve?
2. When your interaction is over, will the world be a better place than when you began?
1. If the person you’re selling to agrees to buy, will his or her life improve?
2. When your interaction is over, will the world be a better place than when you began?
Modern sales are about human connection and helping other people.
If you& #39;d like to see my full notes, you can check them out here! https://www.grahammann.net/book-notes/to-sell-is-human-daniel-pink">https://www.grahammann.net/book-note...
