|
|
To Sell is Human:
…today, most important activities are producing and involve moving.
|
020 |
|
|
To Sell is Human:
The technologies that were supposed to make salespeople obsolete in fact have transformed more people into sellers.
|
030 |
|
|
To Sell is Human:
Interacting with customers around problems isn’t selling per se. But it sells.
|
034 |
|
|
To Sell is Human:
Inventors with new technologies and upstart competitors with fresh business models regularly capsize individual companies and reconfigure entire industries.
|
035 |
|
|
To Sell is Human:
To sell well is to convince someone else to part with resources – not to deprive that person, but to leave him better off in the end.
|
039 |
|
|
To Sell is Human:
When buyers can know more than sellers, sellers are no longer protectors and purveyors of information.
|
056 |
|
|
To Sell is Human:
Each of us – because we’re human – has a selling instinct, which means that anyone can master the basics of moving others.
|
063 |
|
|
To Sell is Human:
Extraverts… often stumble over themselves. They can talk too much and listen too little, which dulls their understanding of others’ perspectives.
|
084 |
|
|
To Sell is Human:
Talking with each other, one to one, is human beings’ most powerful form of attunement.
|
087 |
|
|
To Sell is Human:
Attuning yourself to others – exiting your own perspective and entering theirs – is essential to moving others.
|
090 |
