Key Sales Tips from the book «Selling is Human»

This is my second post about insights from the book Selling is Human, I highly recommend it to everyone with a business, because as the author says: whether we promote ideas, products or services, we are all in sales now! My biggest take away was not really about how to sell, but about how to feel about sales, more specifically, it is about the importance of buoyancy. When you put yourself out there to convince someone to purchase a product/service/idea, you enter an ocean of rejection, waves of rebuffs, refusals and repudiation. In order to take on these challenges, the solution resides on your point of view: Seeing rejection as temporary rather than permanent, specific rather than universal and external rather than personal. Another great tip about attitude and disposition is what to do prepare before a sale. The book says that interrogative self talk (asking yourself questions about what you are doing next, and wondering if you are able to do it) helps make sure you have thought everything through (strategy, challenges and opportunities) and have all the options figured out. Personally, I prefer a combination of interrogative and positive self talk for encouragement, because I find that with the interrogation you can easily spiral into negativity. It is very important to be able to understand the other party, for that, the book advises to focus on what they are thinking, what matters to them. This will help your perspective and their perception. To handle conflict better, I add an insight from a great website that among other topics, offers self-help insights (Mind Body Green); when in the mist of conflict, ask yourself: how are they right from their perspective? The objective of a negotiation session might not be to close the deal, but to influence their next action. To achieve that, it is necessary to offer clarity on which direction youd like them to move (next steps). Have you already been using similar sales tips? What other new ones have you used?