Masterclass review: Sales - Daniel Pink
A review of Daniel Pink's Masterclass on Sales, covering key insights and takeaways from the course.
In this post I will be reviewing Daniel Pink’s Masterclass on Sales. Daniel Pink is a well-known author and speaker on topics related to business, work, and human behavior. His Masterclass on Sales promises to provide insights into the art and science of selling, drawing from his extensive research and experience in the field.
Sales Trends
Sales is everywhere. Not only selling some products to someone, but also selling yourself, trying to get someone to do something. Sales is changing. The landscape of Information Asymmetry (Seller has more information than the buyer) changed in the last decades, with the rise of the internet and the access to information.
Perspective Taking
If I want to do something I should see where a person is coming from. What motivations, biases or concerns do they have. Understand what they are saying and honor the view they are taking (Respecting their view can build a bridge to agreement) Empty chair in a meeting for the customer and take the perspective of them.
Use emotions as a signal
Disassociate from the emotions. Hypothesize over what really is going on. Ask questions to test these hyopthsis.