This book is describing how sales changed from “door-to-door villain salesman” to contemporary sales, which is done by everyone, not just salespeople.
It was an easy read (4h) and I would recommend it to anyone who’s interested in sales or behavioral psychology.
Book notes
- Almost half of your work time, you’re doing non-sales selling, which is just trying to move (influence) others.
- The line between sales and other departments is blurring.
- Atlassian had $100+ million in revenues without a single salesman.
- Sales is a service helping people to make the best decision.
- Understand other’s people problems.
- Problem finders people are far more valuable.
- Being positive makes buyers also positive and more likely to trust you and buy from you.
- 3:1 ratio positivity to negativity.
- Help customers see their problems and solutions more clearly.
- Don’t overwhelm buyers with options (less is more).
- Emphasize the experiences they will gain (not just the material objects).
- Focus on your potential.
- Give buyers a clear method of action to take.
- Modern pitches need to be short and engaging (must fit into Tweet).
- Use improvisational theatre techniques to improve your sales.
- Your buyer's answers are "offers", not objections.
- "Yes, and..." - agreeing and adding a suggestion.
- Give real value - You have to believe in the product you’re selling and that it makes customer's life better.