Wednesday, April 17, 2013

"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."

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