Selling isnÛªt what it used to be. And for most of us, thatÛªs a good thing.
Gone are the days of alpha males who are ÛÏalways closing.Û Today, in the new era of selling that has dawned, many of us are spending much more of our time selling than we even realize.
This is the subject of Authority Rainmaker keynote speaker Dan PinkÛªs latest book, To Sell Is Human: The Surprising Truth About Moving Others, and he gives us an inside look ÛÓ describing the tools and traits that are required (many of which you probably have already) ÛÓ in the latest episode of The Lede.
In this episode, Dan Pink and I discuss:
- Tips for building a network (hint: be genuine!).
- How weÛªve moved from buyer beware to seller beware.
- Two reasons why humility has become an essential trait for modern-day selling.
- Why ÛÏAlways Be ClosingÛ has been replaced by ÛÏAttunement, Buoyancy, Clarity.Û
- Dispelling the myth that strong extroverts are best-suited for selling.
- Why the new era of information symmetry makes expertise and conscientiousness more valuable than ever.
- How the concept of ÛÏservant sellingÛ should be applied to content marketing strategy.
- How to use extrinsic motivators and intrinsic motivators at the appropriate times to achieve the desired results.
Listen to The Lede below …
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The Show Notes
- Authority Rainmaker ÛÓ accelerate your business with integrated content, search, and social media marketing (plus invaluable networking)
- Drive: The Surprising Truth About What Motivates Us by Dan Pink
- To Sell Is Human: The Surprising Truth About Moving Others by Dan Pink
- Glengarry Glen Ross
- Rethinking the Extraverted Sales Ideal
- The Lede: Sally Hogshead on How You Can Unlock Your Natural Ability to Fascinate
- Robert K. Greenleaf