As the title implies, a main theme of the book is that we're all doing sales of some sort, even if it isn't in our job title. I thought about the times I've been working with a new customer and trying to "sell" them on agile and why they should start using it to run their projects. He had six pointers to help us as sales people
- Extroverts aren't better than introverts at selling. It's really the people that are in the middle that are the best sellers. They balance talking and listening the best.
- Interrogative self-talk is the best way to prepare for something like an important meeting or presentation. Don't think "I can do this" ask yourself "Can I do this" and answer in a way to convince yourself.
- When we're trying to sell, compare it to something else. So compare agile to waterfall and explain why agile is better.
- Related to that, less options are better than more options. Pink told a story of an experiment selling jam. When there were over 20 types to sample, people sampled a lot but bought less than when there were only 6 types because is was easier to decide which ones they liked best.
- A minor negative attribute can help sell. So if you have these great shoes with a lot of desirable features, but they only come in 2 colors, this small negative will actually help you sell. You come across more open.
- Have more conversations about why than about how.