The World's Best Book Summaries
What are the three core components of modern sales? Why should you upserve rather than upsell? According to Daniel Pink in To Sell Is Human, the three components of modern sales are the pitch, the ability to improvise, and serving others. In addition, Pink says that you must always be in the mindset of “What can I do for others?” rather than “What can others do for me?”. Continue on for Daniel Pink’s modern sales tips.
How can taking a service-oriented approach to selling help you close more sales? Why is moving others through persuasion more successful than manipulation? In To Sell Is Human, Daniel Pink explains that modern-day sales are no longer about manipulation tactics and elevator pitches. Today, a much more successful approach to sales is the service-oriented approach. This method focuses on what you can do for the customer, rather than what the customer can do for you. Continue below to learn the rules of service-oriented selling and for some additional tips to help you succeed.
Why is the elevator pitch no longer useful in the modern day? What are the best, modern sales pitching techniques? In his book To Sell Is Human, Daniel Pink explains that the elevator pitch is obsolete in today’s world of hierarchies and ease of information. Luckily, there are six sales pitch techniques that are perfect for today which Pink describes in detail. Here are Pink’s six pitches for success along with some extra pitch tips and tricks.
Do you work in sales and often face rejection? Do you ever think of just throwing in the towel? In his book To Sell Is Human, Daniel Pink says that the best way to deal with rejection in sales is with “buoyancy.” This method requires you to maintain optimism and persistence despite rejection. Below are the three core components of buoyancy to help you deal with rejection.
What is attunement in reference to sales? How can you use attunement to move others? In the new ABCs of selling, the A stands for attunement. Attunement is the ability for a salesperson to tune into their buyers’ needs and to change their approach depending on the circumstances and the needs of the buyer. Continue reading to learn all about attunement as part of the new ABCs of selling.
What does Oren Klaff mean by the “croc brain”? How does the croc brain process information? In his book Pitch Anything, Oren Klaff discusses the concept of the croc brain in the context of sales pitching. According to Klaff, one of the main reasons many good ideas get rejected when pitched is because we present them in a way that appeals to the target’s higher reasoning powers (logic and reason) but they are perceiving that information through the primitive crocodile brain. In this article, we’ll take a look at croc brain processing and how it affects your pitch.
What are information gaps in economics? Are seller-buyer information gaps good for the economy? When one party doing a business deal has more information than the other party, there is an information gap. Usually, the information gap is such that the seller has more information than the buyer. When this is the case, the market is not running efficiently. This article explains the information gap, discusses how to close it, and examines how to solve broken health care systems using these economic principles.
What do caveat emptor and caveat venditor mean? How has the general feeling around sales shifted? Caveat emptor is the traditional, profit-focused sales model while caveat venditor is the more modern, service-focused model of selling. The general value system has shifted from “buyer beware” to “seller beware” due to the rise in technology and social media evening the playing field between sellers and buyers. Continue below to learn more about caveat emptor and and caveat venditor.
How do you craft a successful sales pitch? How can you get through the prospective buyer’s defenses and get them to seriously consider your proposition? According to Oren Klafff, the author of Pitch Anything, the key to crafting a good sales pitch is to win what he calls a “frame collision.” There are three common frames that your target could adopt: 1) the power frame, 2) the analyst frame, and 3) the time frame. In this article, we’ll discuss how to establish yourself in the dominant frame, which will greatly maximize the chances of getting your idea considered.
What is the history of sales? Why does Daniel Pink say that we are all salespeople? In his book To Sell Is Human, Daniel Pink says that all humans are salespeople, whether we like it or not. Pink discusses the transition from traditional sales (or selling sales) to modern sales (or non-selling sales). Pink says that sales aren’t always about making money, it’s often about “moving” others—this can even be in the form of trying to get likes on social media. Keep reading to learn about the history of sales and how sales has changed over the years.