To Sell Is Human
Redefines sales, revealing everyone participates, with fresh strategies for influence.
Summary of 7 Key Points
Key Points
- The redefinition of sales in the modern era
- The concept of ‘non-sales selling’
- The new ABCs of moving others: Attunement, Buoyancy, Clarity
- How to pitch effectively in various scenarios
- The importance of improvisation in sales
- Perspective-taking and empathy as sales tools
- Narrative as a powerful way to move people
key point 1 of 7
The redefinition of sales in the modern era
The modern era has brought about a significant shift in the definition of sales. Previously, the profession of sales was often associated with persuading, pushing, and manipulating customers into buying products or services they might not need. However, this traditional perspective is quickly becoming obsolete as it no longer aligns with the digital-driven, customer-centric business landscape of today…Read&Listen More
key point 2 of 7
The concept of ‘non-sales selling’
‘Non-sales selling’ is a concept that is deeply entrenched in our everyday activities, even if we do not realize it. This concept refers to situations where we persuade, influence, and convince others to give up something they’ve got in exchange for what we have. It is a wide-ranging concept that goes beyond the traditional business transactions or sales pitch…Read&Listen More
key point 3 of 7
The new ABCs of moving others: Attunement, Buoyancy, Clarity
Attunement, as described, refers to the ability to bring one’s actions and outlook into harmony with other people. This involves understanding their perspectives, recognizing their needs and emotions, and responding accordingly. It is about adapting and adjusting oneself to work harmoniously with others. It’s a critical skill in moving others because it lays the groundwork for a bond of trust and understanding. ..Read&Listen More
key point 4 of 7
How to pitch effectively in various scenarios
Pitching effectively in various scenarios requires adopting an approach that is specific to the needs and context of each scenario. For example, a business pitch would require a clear and succinct presentation of your ideas or products, highlighting their unique selling points and how they can solve the client’s problem or meet their needs. Incorporating visual aids and storytelling in your pitch can make it more engaging and persuasive…Read&Listen More
key point 5 of 7
The importance of improvisation in sales
The importance of improvisation in sales is underscored by the assertion that the traditional sales script is no longer effective in the contemporary marketplace. The advent of an information-rich era signifies that customers are often as knowledgeable, if not more so, than the salesperson. Therefore, the ability to adapt the sales pitch to the specific customer’s needs, interests, and concerns is absolutely critical. This involves adjusting to the customer’s reactions in real time, asking insightful questions, and offering tailored solutions, all of which are key aspects of improvisation…Read&Listen More
key point 6 of 7
Perspective-taking and empathy as sales tools
The art of salesmanship has evolved over the centuries, and the tactics that were once considered effective are now outdated. One of the most potent tools in the modern salesperson’s arsenal is perspective-taking, the cognitive ability to consider a situation from someone else’s viewpoint. This is not merely about putting oneself in another’s shoes, but it is about understanding their needs, motivations, and emotional states. This allows the salesperson to tailor their offerings to best suit the customer’s requirements, thereby increasing the chances of closing a sale…Read&Listen More
key point 7 of 7
Narrative as a powerful way to move people
Narrative is a potent tool in influencing people’s thoughts, emotions, and actions; it is central to human experience. Our brains are wired to appreciate and engage with stories, making them an effective medium for sharing information, inspiring action, and fostering understanding. Stories can serve as carriers of culture, embody values, and offer meaningful contexts that resonate with people on a personal level. ..Read&Listen More