This wonderful insight inspired from Seth Godin’s best selling book The Dip, highlights why patience is so important in selling.
“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.”
Adopted from Daniel Pink’s book To Sell is Human
The TWO questions are –
1) If the person whom you are selling AGREES to BUY , will his or her life IMPROVE?
2)When your INTERACTION is over , will the WORLD be a BETTER PLACE then when you BEGAN?
Daniel Pink mentions the same in his book , To Sell is Human
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 following self help and motivational insight has been adopted from Daniel Pink’s 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.”
The following self help and motivational insight has been adopted from Daniel Pink’s 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.”
The following self help and motivational insight has been 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.)”
The following self help and motivational insight has been adopted from Daniel Pink’s book To Sell is Human
“As some have noted, introverts are “geared to inspect,” while extraverts are “geared to respond.”Selling of any sort whether traditional sales or non-sales selling requires a delicate balance of inspecting and responding. Ambiverts can find that balance. They know when to speak up and when to shut up.”
