"To Sell is Human" by Daniel H. Pink

This is an excellent primer on what “selling” is in a post internet world. Daniel Pink, author of many books on Sales, looks at the process one needs to go through when price is not the competitive edge. I highly recommend this to all.

Selling is a part of everyone’s job. Regardless of industry. We are all selling.

- In a world where price and information are readily available, it will be service and honesty that win out. Buyers have to pick someone, why not you?

- Extroverts are NOT the best sales people. Nor are introverts. Somewhere in between (ambiverts . so described originally by Adam Grant) are the best. They LISTEN but aren’t afraid to try. Less talk.

- Attunement is the key. Meaning our ability to see things from the others perspective. More about what the other is thinking. (Importantly, what the other is feeling is a key component of EQ)

- Buoyancy. The ability to take rejection and make it positive or recover quickly. Keep the faith. If it didn’t work, ask “Can we fix it?”

- Clarity. This is a critical component today. The ability to interpret the information. CEB has studied this concept and written about it in their book CHALLENGER SELLING. Teaching the client something new gets the best results.

Instead of solving problems, identify or find them

- Make your pitch short and engaging. Nobody, I repeat, NOBODY, wants to hear you wax eloquent for 2 hours. Focus on their issues and make it short. TED talks are 18 minutes long for a reason: attention span.

- Make it personal and purposeful. Engage them as people

But you knew that.

Please feel free to comment on any of these recommendations and suggest other sources that might be helpful.

"Magic Words" by Tim David

This book is another work that looks at the subconscious and non rational responses by the brain. Tim investigates how we react to seven specific words and how to use them effectively.

1) YES. This is the most important word. We all love hearing it. No, elicits a bad response. When you want someone to do something, get them to say YES. Getting them to say yes 2-3 times before you attempt to sell them something increases the success rate from 18 to 32%.

2) The person’s NAME. We all love hearing our name. You can hear it across a crowded room at a party. Use it appropriately. (The opposite, forgetting someone’s name, is a killer)

3) BUT. We know that it negates the preceding phrase and emphasizes what follows. We forget the former and remember the later. So, put bad news upfront, follow with your key message or good news.

4) BECAUSE. A famous study by Langer shows that people don’t need to know the specifics, they just want to know you have a rationale. It gets great results if you just interject it.

5) IF. If is a word that creates imagination. People respond to it because it tells a story. So, don’t tell someone to do something, suggest how they might feel, if……

6) HELP. Ask someone for help. This is part of Cialdini’s work with RECIPROCITY. When someone asks you for help, don’t you feel honored?

7) THANKS. Write a simple Thank you note. Whenever you receive one, you like it. A study of emails shows that people who sign off with Thanks get a much higher response rate.

Please feel free to comment on any of these recommendations and suggest other sources that might be helpful.

Dr. Travis Bradberry, author of "Emotional Intelligence 2.0"

Dr. Bradberry regularly posts articles that are interesting and worth reading. Click the title of each article to be brought to the original LinkedIn article.

A couple that are worthwhile:

June 26, 2017 10 Harmless mind tricks that make people like you

He notes, not in order:

1) When a group of people laugh, each member of the group can’t help but make eye contact with the person they feel closest to.

2) When someone does a favor for you, it actually makes them like you more. ( KK: A twist on Cialdini. I agree)

3) Silence gets answers ( KK: Good luck getting type A’s to be silent)

4) Open hands and palms creates trust

5) Nodding your head during a conversation or when asking a question makes the other person more likely to agree with what you’re saying.

6) People remember unfinished things better

7) Chew gum to relax and focus (KK: Jordan Speith?)

8) Look at the persons feet. Feet pointed toward you means they are interested. Pointed away , not so much.

9) When meeting someone new, work their name into the conversation. You will remember it.

10) Show excitement makes them like you.

July 10, 2017 Two Snap Judgements People make when they first meet you

This article is about how to make a great first impression. We all know how important it is. He suggests people are subconsciously determining if they Trust you and Respect you.

Things you should keep in mind:

1) Small talk. (KK: Develop rapport)

2) Active listening. (KK: i.e. Ask questions.)

3) Do your homework. (KK: Preparation is everything)

You can find Dr.Bradberry on LinkedIn here