To Sell Is Human

Try “emotionally intelligent signage.”

For instance, it established a set price for each car—no haggling necessary.

When anybody thinks of you, they utter that word. When anybody utters that word, they think of you.

Learn how to ask better questions.

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.

3. Ryan Kim, “By 2020, Independent Workers Will Be a Majority,” GigaOm,

Good salespeople, we’ve long been told, are skilled problem solvers. They can assess prospects’ needs, analyze their predicaments, and deliver the optimal solutions. This ability to solve problems still matters.

People are now spending about 40 percent of their time at work engaged in non-sales selling—persuading, influencing, and convincing others in ways that don’t involve anyone making a purchase. Across a range of professions, we are devoting roughly twenty-four minutes of every hour to moving others.

In subsequent research, they and other scholars found that people most disposed to creative breakthroughs in art, science, or any endeavor tend to be problem finders.