DO YOU NEED TO GET MORE OUT OF YOUR COMMUNICATIONS?
This is the first in a series of ten (10) posts that touch on the great themes in Dan Pink’s book “To Sell is Human”. It is not a substitute for reading the book. But I hope to achieve 2 things with you. First, to help anchor a few core ideas in your mind. Second, to inspire you to practice.
GETTING INTO CONTROL
So why is this a big deal? Here comes the pitch. it’s great to feel “ahead of the pack”. To have a sense that you are in control. Right? But how does one get there?
AS THE PACE OF CHANGE QUICKENS
In the bad old days, things changed more slowly. One could “get ahead” with education. You were automatically ahead of the pack if you got a university degree. But in the 21st century, the pace of change is accelerating. Education is a nice starting point – but now it is just that and nothing more – a starting point. So the key question is how can we build our capacity to adapt to this faster pace of change?
The answer is not about getting really, really smart as individuals (we can’t get that much smarter on our own). It is about how to get more out of our communication with the folks we are connected with. That includes family, friends, teams, networks and on and on.
YOU ARE WHO YOU ARE CONNECTED WITH
Keep repeating – in the 21st century, we are who we are connected with!!!
CONNECTING MEANS SELLING
And how to get more out of communication? We sell and buy new ideas. In this crazy new century, we are buying and selling more than ever before. And that is a good thing.
Here is our challenge in a nutshell (1) selling is very important to do well, but (2) we are not as good as it as we think, yet (3) we can get a lot better with just a bit of practice.
NOT MANIPULATING BUT HELPING SEE
So ready to go? We start with a question. What goes into “selling better”?
Does it have to do with “power”? How about “manipulation”? YUCK! But is it that great sales persons just trick other people into buying stuff that they really don’t need or want?
Well, that is what a lot of people actually think and it is dead wrong.
We get better at selling when we help others see what is possible. In other words, great selling is about helping people learn It is the tool we use to produce a better future.
That is it for the first note! I wanted to persuade you that selling is a key part of the learning experience?`How did I do?
What is next? The great Peter Drucker said that we improve only what we can measure. So if we want to sell better, what do we measure? What “metrics” do we use.