While most sales trainers (Tony Robbins, Grant Cardone, Jordan Belfort, etc) insist on confidence-boosting self-talk prior to starting any sales process, social sciences have found it to not be the most efficient way. It’s keeping on going despite rejection after rejection. Wane: be less conscious about mimicking themīuoyancy is grit.

It means psychologically being in sync with your buyer aka having empathy, thinking about what they think, and slightly mimicking them. AttunementĪttunement: means “harmonization”.

In fact, the best salespeople are just between extroverts and introverts. While it is said that extroverts make better salespeople, it has never been proven by science. ABC now means attunement, buoyancy, and clarity. Salesmen were using sleazy psychological techniques to get their customers to buy their stuff. The old way of selling used to be taught with ABC: Always Be Closing. This has transformed sales, which have become much more transparent and human, and much less sleazy. Today, buyers often arrive better prepared than sellers -> sellers don’t have as much room to scam buyers. The old way of selling (salesman style) is over because of the Internet. Everyone is doing different tasks that demand a certain level of persuasion. The second reason is that people used to focus only on one thing when they were working in companies. When you are independent, you have to do everything yourself, including sales. The first one is because a lot of people became independent. Unofficially, everyone works in sales because everyone tries to persuade. Officially, 1/9 people work in sales in the US. If you want to help me make a living, you can buy the book here. To be honest, you’d be better off reading a book about copywriting, or reading Jordan Belfort’s Straight Line Selling. Here’s the summary of the book if you still want to read it. He is not specific, takes random examples to illustrate his claims, and draws conclusions out of “one” study, which is ridiculous. The author doesn’t have a point, or makes too many. It taught me that when selling, you should not say “but” when you encounter an argument from the buyer against a sale – you should say “yes, and”. The book is a biographical account of how the author learned how to sell through talking to a wide array of people. To Sell Is Human is a book written by Daniel H. Sales is no longer about forcing it, but about selling the best solution to the customer’s problem.

Today customers have access to as much info as salespeople.

This is why you should absolutely learn how to sell.

Everyone is constantly trying to influence others.

To sell is human by daniel h pink