'To Sell is Human' in three minutes
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'To Sell is Human' in three minutes

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At MarketInvoice we have a book club, and every few weeks a member of our team gives a presentation about the business books they've read. ...

At MarketInvoice we have a book club, and every few weeks a member of our team gives a presentation about the business books they've read.

This time one of our Business Development team, Adam Jason, has looked at Daniel Pink's 'To Sell is Human'. We thought we'd share the slides with you.

If you'd like to buy the book, you can do so on Amazon: http://www.amazon.co.uk/Sell-Human-Surprising-Persuading-Influencing/dp/0857867202

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'To Sell is Human' in three minutes 'To Sell is Human' in three minutes Presentation Transcript

  • Daniel Pink’s ‘To Sell is Human’ …in three minutes
  • About the author Daniel Pink • Was chief speechwriter for Al Gore • Writes about business, work and management
  • Lesson 1 It’s all about attitude
  • Nothing can stop the man with the right mental attitude from achieving his goal. Nothing on earth can help the man with the wrong mental attitude. - Thomas Jefferson
  • Sales has got a bad reputation. Traditionally, salespeople deceived buyers, playing on the lack of information available
  • Nowadays, anyone can look up information on the web
  • This change has led to a transfer of power from the seller to the buyer
  • Lesson 2 We’re all salespeople now
  • Technology has removed barriers to entry and transformed more people into sellers
  • In the modern day workplace, employees wear many hats
  • Everyone now spends around 40% of their time selling
  • Lesson 3 Learn your ABCs
  • is for… Atunement
  • You need to understand your buyer
  • Mimic your buyer’s mannerisms to achieve a rapport
  • Ambiverts make the best salespeople
  • is for… Buoyancy
  • Gritty spirit + Sunny outlook = Success
  • Be positive Believe in what you’re selling
  • is for… Clarity
  • Establish trust through
  • Give others a fresh perspective. Identify problems they didn’t even know they had
  • Be honest about the existence of a small blemish
  • Want to read more? Buy ‘To Sell is Human’ on Amazon
  • For more reviews, guides and articles, sign up to the MarketInvoice newsletter marketinvoice.com/blog