To Sell Is Human

traditional sales and non-sales selling. If no, go to question 3. 3. Does your work require elastic skills—the ability to cross boundaries and functions, to work outside your specialty, and to do a variety of different things throughout the day? If yes, you’re almost certainly in sales—mostly nonsales selling with perhaps a mix of traditional sales

Through this process you can identify a trio of powerful questions that you can ask the person on the other side of the table. And those questions can help both of you clarify where you are and where you should be going. Find more information on this at: http://www.rightquestion.org.

But today, when information is abundant and democratic rather than limited and privileged, it matters relatively less. After all, if I know precisely what my problem is—whether I’m hoping to buy a particular camera or I want to take a three-day beach vacation—I can often find the

http://www.bethkanter.org/content-curation-101/.

Call it servant selling. It begins with the idea that those who move others aren’t manipulators but servants. They serve first and sell later. And the test—which, like Greenleaf’s, is the best and the most difficult to administer—is this: If the person you’re selling to agrees to buy, will his or her life improve? When your interaction is over, wil

In the first, the catcher (i.e., the executive) used a variety of physical and behavioral cues to quickly assess the pitcher’s (i.e., the writer’s) creativity.

could have been better, but the real reason he passed is that he wasn’t ready to buy right now.”

This is why curation is so important, especially in a world saturated with options and alternatives.

It’s long been held that top salespeople—whether in traditional sales or non-sales selling—are deft at problem solving. Here I will show that what matters more today is

Before: Interrogative Self-Talk