Jade Handy’s Reviews > To Sell is Human: The Surprising Truth About Moving Others > Status Update

How to assess the likelihood of new salespeople staying around, and the likelihood of existing personnel persisting and excelling. Hint: it's how they explain what happens to them. Martin Seligman's work explains the three factors. Simple and easy.

What questions should you ask of yourself in order to ensure you stay "up" when you get knocked down? Yes, that's covered here.

Daniel gives it all away with his exercises to bring out your inner ambivert. I've seen this stuff in action and it's solid.

p193 of 527 depending on orientation: A how to attune! Just what the non-selling doctor ordered!

Daniel's perspective on perspective-taking is as critical as it is accurate. Developing a sense of what the other person is thinking is even more effective that trying to sense what your prospect is feeling. Through 20+ years of selling, I can verify that a salesperson needs this as much as, or more, than shoe leather (hard work.)

The mixup on which page I'm on is due to the different in the way an iPad counts and the way an iPod counts.
This book is beginning to get real good now. And, it's becoming much more helpful on explaining why, from a personal skill set perspective, a traditional "power" salesman is no longer as effective as the salesman who can take on the prospects perspective. It's a strong case for a non-salesperson winning.

Out with the old, in with the new. Caveat venditor is the new caveat emptor, but don't throw the baby out with the bath water. Boiled down, prospects still want a good deal from someone they know, like, and trust!

He's making an excellent case for a seller beware market, as opposed to buyer beware market. And thus, the marketplace isn't conducive to [insert negative stereotype] salespeople any longer. It's a necessary frame for people considering selling. The net effect of this is, don't worry, you'll have little opportunity to be a [insert negative stereotype] salesperson.

Getting better still. This could be a textbook covering related statistics and studies, as well. Almost too much so, but not quite.

Loving it!