Dan Pink's "To Sell is Human" - a Fearless Rapid Review

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Information about Dan Pink's "To Sell is Human" - a Fearless Rapid Review
Business & Mgmt

Published on February 28, 2014

Author: PeterUrey1

Source: slideshare.net

Description

Rapid Review of Dan Pink's "To Sell is Human."

Fearless Rapid Review

HBR Webcast https://citrixosd.webcasts.com/viewer/event.jsp?ei=1028213

Main point

Case study

New order Mentos Sales Teams use: Industry data Competitor analysis Store sales figures To recommend the best mix including other vendor’s products to deliver the best return on sales

Category & Sales

New approach

Evolution

Attitude survey

Old stereotype

Rebalancing Shift in power with new technology Information available to the buyer

New rules

Empathy Attuned See the world through the client’s eyes

Rejection Bouyant Treat the ocean of rejection as the chance to learn

Looking ahead Clarity See further ahead for the client

How to get insight Develop Breakthrough Insight in our Coaching Workshops http://fearlessway.com/?page_id=30

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