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.
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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.
During earlier times , in the absence of internet and data in public domain , information asymmetry presented numerous advantages to the SELLER over the BUYER.The ABC of Selling used to be “Always Be Closing” and it was an advantage to the seller.
In recent times due to the proliferation of internet and social media , it is now advantage to the BUYER.This is why effective SELLING demands 3 unique qualities from the SALESPERSON namely 1) Attunement 2) Buoyancy and 3) Clarity
Attunement to understand the buyer’s perspective , Buoyancy to remain afloat in spite of multiple rejections and Clarity to understand , comprehend and make meaning out of esoteric facts and information.
Daniel Pink has thus mentioned in his book “To Sell is Human” that the ABC of SELLING has indeed evolved over time.
The perfect recope to stay afloat as a salesperson inspite of multiple rejections is INTERROGATIVE SELF TALK
Instead of being overly optimistic the recipe for success is to be CAUTIOUSLY OPTIMISTIC by asking yourself the right questions and mixing the right amount of POSITIVITY with some amount of NEGATIVITY
Daniel Pink mentions this in To Sell is Human
The following self help and motivational insight has been adopted from Daniel Pink’s book A Whole New Mind
“Asking “Why?” can lead to understanding. Asking “Why not?” can lead to breakthroughs.”
The following self help and motivational insight has been adopted from Daniel Pink’s book A Whole New Mind
“A genuine smile involves two facial muscles: (1) the zygomatic major muscle, which stretches from the cheekbone and lifts the corners of the mouth; and (2) the outer part of the obicularis oculi muscle, which orbits the eye, and is involved in “pulling down the eyebrows and the skin below the eyebrows, pulling up the skin below the eye, and raising the cheeks.” Artificial smiles involve only the zygomatic major.”
The following self help and motivational insight has been adopted from Daniel Pink’s book A Whole New Mind
“We are moving from an economy and a society built on the logical, linear, computerlike capabilities of the Information Age to an economy and a society built on the inventive, empathic, big-picture capabilities of what’s rising in its place, the Conceptual Age.”
The following great leadership insight has been adopted from Daniel Pink’s book A Whole New Mind
“Leadership is about empathy. It is about having the ability to relate and to connect with people for the purpose of inspiring and empowering their lives.”