Adopted from the following great insight shared by Daniel Pink from the book To Sell is Human
“Across the thirty-five studies, the correlation between extraversion and sales performance was a minuscule 0.07.)”
Category: Marketing
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One of the most revealing truths about SELLING
Adopted from the following great insight shared by Daniel Pink from the book To Sell is Human
“Researchers have found that extroversion has “no statistically significant relationship . . . with sales performance”
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This explains why LISTENING SKILLS is inherent to all humans
Adopted from the following great insight shared by Daniel Pink from the book To Sell is Human
“Nineteen centuries ago, the Greek Stoic philosopher Epictetus said, “Nature hath given men one tongue but two ears, that we may hear from others twice as much as we speak.”
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The truth about Jeff Bezos and the EMPTY CHAIR
Adopted from the following great insight shared by Daniel Pink from the book To Sell is Human
“Bezos includes one more chair that remains empty. It’s there to remind those assembled who’s really the most important person in the room: the customer.”
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This is what is common between SALESPEOPLE and THEATRE ARTISTS
Adopted from the following great insight shared by Daniel Pink from the book To Sell is Human
“Sales and theater have much in common. Both take guts. Salespeople pick up the phone and call strangers; actors walk onto the stage in front of them. Both invite rejection—for salespeople, slammed doors, ignored calls, and a pile of nos; for actors, a failed audition, an unresponsive audience, a scathing review. And both have evolved along comparable trajectories.”
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Our school education is not oriented towards creating good salespeople , this explains
Adopted from the following great insight shared by Daniel Pink from the To Sell is Human
“In the new world of sales, being able to ask the right questions is more valuable than producing the right answers. Unfortunately, our schools often have the opposite emphasis. They teach us how to answer, but not how to ask.”
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Human beings are BORN to SELL , this is why
Adopted from the following great insight shared by Daniel Pink from the book To Sell is Human
“A few of us are extraverts. A few of us are introverts. But most of us are ambiverts, sitting near the middle, not the edges, happily attuned to those around us. In some sense, we are born to sell.”
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This enlightens us on the pitfalls of being an EXTROVERT
Adopted from the following great insight shared by Daniel Pink from the book To Sell is Human
“Extroverts, in other words, often stumble over themselves. They can talk too much and listen too little, which dulls their understanding of others’ perspectives. They can fail to strike the proper balance between asserting and holding back, which can be read as pushy and drive people away.*
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The true purpose of a selling pitch is to engage , this explains
Adopted from the following great insight shared by Daniel Pink from the book To Sell is Human
“The purpose of a pitch isn’t necessarily to move others immediately to adopt your idea. The purpose is to offer something so compelling that it begins a conversation, brings the other person in as a participant, and eventually arrives at an outcome that appeals to both of you.”
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This is when we truly SERVE others
Adopted from the following great insight shared by Daniel Pink from the book To Sell Is Human
“This is what it means to serve: improving another’s life and, in turn, improving the world”