As per the insight shared by Daniel Pink from his book , To Sell is Human , Right Question Institute(RQI) mentions the following 3 step approach to enable asking the RIGHT QUESTIONS..
1) Produce your Questions
2) Improve your Questions
3) Prioritize your Questions
The following metaphor compares an individual with a BIRD and an Organization with a TREE. This provides the litmus test to compare your individual WHY versus Organization WHY to check for suitable fitment.
Only when your PURPOSE or WHY aligns in this order is when you will achieve true FULFILLMENT at your workplace..
This is a guiding star to carefully pick and choose the right ORGANIZATION to work for..
As shown in this following insight inspired from Simon Sinek’s Find Your Why, it is important to have an alignment for long term success in your workplace.
Knowing your WHY is the first step towards finding a purpose in your life. To read another interesting insight from this book please visit:
https://viewpointsunplugged.com/demystifying-a-why-statement/
In case you have not read this book, highly encourage you to grab a copy today:
https://www.amazon.com/Find-Your-Why-Practical-Discovering/dp/0143111728
Creative , heuristic skills possessed by an ARTIST are very much in demand in the modern day wherein users have access to information over the internet and social media.
Left brain capabilities of TECHNICIANS was the need of the hour in the Industrial Age where PROBLEM SOLVING was the most needed skill in the absence of freely available information.
The proliferation of the internet with freely available information has made RIGHT brain skills namely PROBLEM FINDING the need of the hour.
Thus PROBLEM SOLVING driven by LEFT brain capabilities has started losing its relevance and is slowly giving away to PROBLEM FINDING in the modern age of the internet.
Daniel Pink makes a mention of the same in his book To Sell is Human
With access to unlimited information over the internet , social media , it is now an advantage to the buyers.
As a result SELLING more effectively needs an entirely different skill set than ever before.
In such an age the need is of ARTISTS rather than trained TECHNICIANS as SALESPEOPLE.
The focus has thus shifted from PROBLEM FINDING for the BUYER rather than PROBLEM SOLVING.
Daniel Pink mentions the same in his book To Sell is Human
We see salespeople who try to mimic what their buyers have to say.But the right and most effective salespeople are the ones who practice STRATEGIC MIMICRY.
This consists of three steps 1) Watch – Observe the buyer closely 2) Wait – Wait and subtly copy his actions to give him confidence that the frequency matches and 3) Wane – Make yourself forget that you are mimicking.
Daniel Pink mentions this in his book To Sell is Human
In his book To Sell is Human , Dan Pink mentions that for effective selling , being overly POSITIVE and PUMPING oneself up is not the most appropriate solution.
A right amount of negativity and interrogative self talk is necessary to throw caution to the winds for effective sales performance
The most appropriate ratio of POSITIVITY to NEGATIVITY has been found at 3:1 when the sales performance tips.
This teaches us why cautious optimism and productive paranoia are key to a salesperson’s repertoire.
Contrary to popular belief , Daniel Pink has mentioned in his book , To Sell is Human , that there is no advantage to EXTRAVERTS when it comes to SELLING.
Research has shown a correlation of 0.07 between EXTRAVERSION and SALES PERFORMANCE
This proves that AMBIVERTS are the ideal people who are most suited for sales conversions.
For such interesting insights , watch out this space for more..
In earlier times in absence of internet and social media it was INFORMATION ASYMMETRY and hence SELLERS had an upper hand over BUYERS.
In the modern day due to proliferation of internet and social media the balance has heavily shifted in favor of BUYER due to INFORMATION PARITY.
Thus from CAVEAT EMPTOR we are in the age of CAVEAT VENDITOR with advantage and data fully at the disposal of the buyer.
Thus SELLING needs highly skilled SALES PEOPLE more than ever before.
