Archives for May 2013

The last blogpost set an expanded framework for the concept of selling, as outlined by Daniel Pink in his latest book. The next section is concerned with how to be in order to get this into better shape. It’s an outline of your internal, subjective condition as it relates to moving others. Internal conditions Just like with any complex endeavor, your own mental and emotional preparations are critical for success. If you approach the idea of moving people as a new skill set to acquire, the preparation aspect becomes immediately obvious. You will also find that your skills and abilities with … [Read more...] about Selling Part 2

Daniel Pink has become one of the more important and influential business writers active today. His previous book, “Drive”, outlined and detailed the complex forces at work in the realm of human motivation, particularly in the business arena. He uses information and findings from university based research to support his conclusions, rather than anecdotes or personal experience. In his new book, “To Sell is Human”, he does the same for sales. Resistances In my work as a consultant, I universally hear the objection, “I don’t want to be a salesman.” I think there are several levels to this, … [Read more...] about Selling Part 1