To Sell is Human: the Surprising Truth About Moving Others
JoyousOpal says:
Very good book. Don't miss. May be Internet age's How to win....I am sales veteran of 17 years+ experience in selling high-value B2B machinery, plants and engineering items.To Sell is Human- is a refreshing approach or in more correct way, CT Scan of the new generation of buyers's buying behaviour. Days of solution selling are numbered and in some industry it has already ended. As Pink described, today's buyer's want seller to ask questions which will uncover hitherto unknown pro...blem or explore a new opportunity.Salesman has to ask questions, because for answers we have google, quora etc.Also elevator speech and creating different type of pitch is very useful.Suggest for all and especially for the B2B sales personals.
jen says:
Daniel explains that selling has changed in this new internet era. No longer are sales people most efficient on the offensive as most buyers know all the details coming in. Apply the Win/Win principle as stated in "7 Habits of Highly Effective People". Some new points I took away was try to convince with Yes and- instead of Yes but- as "and" as it's more positive and leaves the discussion open ended. Don't be extroverted or introverted but be right in the middle, ambiverted?. Feel people out and be empathetic? Ambiverts statistically have the best sales according a study Daniel speaks of.MoreLess
Very good book. Don't miss. May be Internet age's How to win....I am sales veteran of 17 years+ experience in selling high-value B2B machinery, plants and engineering items.To Sell is Human- is a refreshing approach or in more correct way, CT Scan of the new generation of buyers's buying behaviour. Days of solution selling are numbered and in some industry it has already ended. As Pink described, today's buyer's want seller to ask questions which will uncover hitherto unknown pro...blem or explore a new opportunity.Salesman has to ask questions, because for answers we have google, quora etc.Also elevator speech and creating different type of pitch is very useful.Suggest for all and especially for the B2B sales personals.
jen says:
Daniel explains that selling has changed in this new internet era. No longer are sales people most efficient on the offensive as most buyers know all the details coming in. Apply the Win/Win principle as stated in "7 Habits of Highly Effective People". Some new points I took away was try to convince with Yes and- instead of Yes but- as "and" as it's more positive and leaves the discussion open ended. Don't be extroverted or introverted but be right in the middle, ambiverted?. Feel people out and be empathetic? Ambiverts statistically have the best sales according a study Daniel speaks of.MoreLess
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