“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.”
Adopted from Daniel Pink’s book 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.”
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.”
Adopted from Daniel Pink’s book To Sell is Human
“To sell well is to convince someone else to part with resources—not to deprive that person, but to leave him better off in the end.”
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
More than UPSELLING the need is to UPSERVE in modern day SALES.
When we take the extra step to TRANSFORM a MUNDANE interaction into a MEMORABLE experience we UPSERVE..
Daniel Pink mentions the same in his book To Sell is Human..
According to the Mckinsey Global Institute and average American hears or reads more than 100,000 words in a day due to the proliferation of the social media , internet and digital ways of working.
This necessitates the need to properly CURATE the barrage of information that we are bombarded with.
Daniel Pink mentions this in his book To Sell is Human
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 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