Some takeaways from this famous book that you can use in your everyday work life.

1. To sell is Human

2. True is it not?
The only thing you got in this world is what you
can sell. And the funny thing is, you're a salesman,
and you don't know that ­ Arthur Miller

3. Have you ever thought about it?
Irritation is challenging people to do something
that we want them to do.
Agitation is challenging them to do something
that they want to do.

4. You don't have the information
uphand anymore!
Caveat emptor to caveat venditor (information
transparency)

5. How to be?

6. ABC?
ABC ­ always be closing no more applies
ABC is now attunement buoyancy and clarity

7. Attunement
Attunement ­ power, empathy and chameleons
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Reduce your power to increase empathy. E experiment and bad restaurant experiment.
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Important to be a perspective taker ­ middle path of empathized and power rusher
Who are the best sales folks?
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Ambivert ­ not extrovert, not an introvert ­ a balance for sales
In a conversation:
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"Where are you from?"as an opening question to open the floor
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Find uncommon commonalities
Jeff Bezos' empty chair in a meeting ­ think about her ­ the customer, in that chair. Helps attunment

8. Buoyancy
Buoyancy ­ art of facing rejection and bouncing back.
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First thing is self interrogation before prepping rather than assertion or
negativity (makes you think, strategize, hence prepare for execution)
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"No sale, but I think there is going to be an opportunity next time"
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To really figure the problem, send yourself a rejection letter ­ write it

9. Clarity
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Be a problem finder than a solution finder ­ you will succeed more
As a sales person you earlier had more info and hence access to information, but
today you must curate information. Earlier you as a salesperson had to answer
questions, today you must ask questions
The biggest question to ask is "compared to what?"
Sell not the leather on the car, but the experiences and ability of visiting new
places, visit old friends, and add to a book of memories. Sell an experience not a
moment

10. Clarity
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Being honest about the existence of a small blemish can enhance your
offerings true beauty
Clarity on how to think without clarity on how to act can leave peeve
unmoved
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How to curate information? Seek, sense, share
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Five why's

11. What to do?

12. Pitch
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Pitch ­ the catcher and the buyer, both should
participate ­ like Hollywood, script writers and
producers
Listen to your pitch, can be painful, but is a
great way to improve

13. Pitch : For Marketing
For marketing and enterprise push sales:
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One word pitch
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Question pitch
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Rhyme pitch
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Twitter pitch
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Subject line pitch
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Pixar pitch
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What do you want them to know?
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What do you want them to feel?
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What do you want them to do?

14. Improvise
a. Hear offers
b. say “yes, and”
c. Make partners look good

15. a. Hear offers
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"Is anyone anywhere taught how to listen? How utterly amazing is the
general assumption that the ability to listen well is a natural gift for which
no training is required. How extraordinary is the fact that no effort is
made anywhere in the whole educational process to help individuals learn
how to listen well."
Opposite of talking is not listening, it's waiting, where we are half listening
and half waiting to answer the next part, and do a bad job of both.
Attunement will only come when you listen

16. b. say “Yes, and”
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Yes, but vs yes, and (positivity = buoyancy)
*a session of saying organizing an alumni
session, with yes, but and yes, and

17. c. Make partners look good
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Win/win in this caveat venditor world

18. 3. Serve
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Make it personal and purposeful
Read all case studies, ask for stories of how
customers were impacted and make part of
training ­ will make sales folks who can share
stories do much better.

19. Upserve not Upsell
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Up serving and no upselling ­ doing more for the
other person than he expects or you initially
intended, taking an extra step that translates from a
mundane interaction to a memorable experience
Anytime you're tempted to upsell. stop. Up serve
instead. “Don't try to increase what they can do for
you, but elevate what you can do for them.”

20. Finally, ask yourself
Being a sales servant, and after the person has
bought,
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will his/her life improve?
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Will you have made the world a better place?

21. Exotel way of sales?
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Listen
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Question
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Attune & take perspective
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Serve

22. If you're SaaS, let's connect
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I am @vijaysw
Building a SaaS business in India called @exotel
– www.exotel.in
Would love to help you in anyway possible