"To Sell is Human" - Dan Pink also says ...

Dan Pink also says ...

• Have an empty chair at meetings to remind you what the customer would think
• Social Cartography or an attunement map is a useful tool to identify the power players in a meeting
• In meetings, avoid the vortex of the "talker" who offers a one-sided barrage of questions and comments without receiving responses (there's always one!)
• Make time to use effective subject lines in email correspondence
• Prepare for sales pitches by asking yourself questions to overcome objections
• Questions are active and engaging and help identify the source of resistance and offer solutions 
• Questions help us summarize our own reasons and create a path to sustained behavior
• Look for common ground with people
• Start with small changes
• The new movement in sales and management is toward Servant selling and Servant leadership
• Upserving is the new upselling (humane and effective)
• Treat everyone you meet as if they were your Grandmother
• Always ask and answer these 2 questions
• 1. "If the person you're selling to agrees to buy will his/her life improve?"
• 2. "When your interaction is over, will the world be a better place?
• "If your answer to either of these is no, you're doing something wrong."