Tag Archives: To Sell is Human by Daniel Pink

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

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 absenceContinue reading “Are you a PROBLEM SOLVER and satisfied with the status quo?This will make you think..”

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 shiftedContinue reading “How has internet and social media changed the game of SALES?”

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 matchesContinue reading “As a SALESPERSON do you MIMIC your buyer’s behaviour?”

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 ofContinue reading “What does research reveal on the right mix of POSITIVITY and NEGATIVITY in mindset?”

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 forContinue reading “Is EXTRAVERSION a prerequisite to SELLING?”

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 inContinue reading “Why does modern day SALES require more sophistication than ever before?”