How the World of Selling Has Changed

---and what you need to do now!

How the World of Selling Has Changed —and what you need to do

The world of selling is now quite different than what it was even a few years ago. Some major, tectonic-level changes have occurred and we need to adapt accordingly.

In this video I share with you from a great book I just read by Daniel Pink called Born to Sell. It has some profound ideas about how things have changed.

I also cite a new book called Marketing Rebellion from my friend, Mark Schaefer. Although I haven’t read Mark’s book yet, thesis one that has a lot of great ideas as well on the same type of subject.



If you are trying to persuade others or actively engage in selling this is a video you’ll want to want. Please share this with your community as many people need to know about this and how it is changing our world.

Thank you very much for watching. I look forward to hearing back from you.


Relationship Marketing Speaker

Terry Brock is a Marketing & Technology Keynote Speaker who gives real-world, practical tips on how to generate revenue and increase productivity.

He’s the former Chief Enterprise Blogger for Skype, former Editor-in-Chief for AT&T’s top-rated blog, and is co-author of the best-selling McGraw-Hill book about social media, “Klout Matters.”

He’s an international Speaker Hall of Fame inductee and travels around the world helping business leaders connect with their customers building relationships and increasing business.


For an added bonus, here’s the transcript so you can follow along that way if you’d like. Thank you very much for stopping by to visit.

00:00:01.140 –> 00:00:09.570
Hi, this is Terry Brock, I’ve got a message I want to give to you. That is so important today in how our world has changed because you see selling is something

00:00:09.870 –> 00:00:15.120
That we’re all doing right now, whether you’re selling a product or service directly is your job.

00:00:15.360 –> 00:00:23.700
You’re selling your ideas. You’re trying to persuade others because we’ve got a lot of choices right now. You might want people to embrace a certain philosophy or certain way of doing it.

00:00:24.210 –> 00:00:29.970
They don’t necessarily have to do that. Instead, they can go a lot of different directions. You have to become very good

00:00:30.330 –> 00:00:39.150
At being persuasive and helping people to find what is going to work for them. Selling is different. Today, matter of fact it sparked me

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When I was reading a book. Recently, I want to share with you. Matter of fact, here I’m in, zoom, I’m going to share my screen with you and let

00:00:45.990 –> 00:00:51.420
That there it is. I got my own power point keynote slides, I’m using keynote today keynote slides there.

00:00:51.810 –> 00:00:59.940
How the world of selling has changed. And what you have to do about it, things are different today. I mean, it’s quite different than what it was.

00:01:00.240 –> 00:01:12.930
We’re seeing that right now. It’s different. And it’s based on this book by Daniel Pink to sell is human. He wrote this a little while ago and it still is valid today more than ever, surprising truth about moving others.

00:01:13.350 –> 00:01:21.180
His book I have found to be just nothing short of profound and of course he’s written a lot of really good books as well. And this one is

00:01:21.600 –> 00:01:28.380
Right up there at the top, in my mind, and right there with the others. So here’s a quote I want to share with you, it’s really, really important.

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This is hugely important insight for understanding how to move others, the ability to take another perspective mattered less

00:01:35.130 –> 00:01:45.630
When sellers whether a commission salesperson and electronic store or a physician in her diploma studded office held all the cards that the slow way that it was before. But today.

00:01:46.080 –> 00:01:58.680
It’s different, their engine information again where that information was the reliability. The clock radio or the experiences of patients with Lyme disease gave them the ability to command through authority and sometimes even to coerce

00:01:59.070 –> 00:02:04.890
And to manipulate. But here’s where we are today. This is different as that information. Advantages wizard.

00:02:05.160 –> 00:02:19.110
So has the power it wants conferred. As a result, the ability to move people now depends on people’s inverse on powers in versus should say understanding another person’s perspective, getting inside his or her head.

00:02:19.710 –> 00:02:32.250
And seeing the world through his or her eyes and doing that require that well requires beginning from a position that would get you expelled from the mission Marie always be closing School of sales. Remember that one.

00:02:32.700 –> 00:02:46.080
Assume that you’re not the one with power that is the key. And right now things have changed. You see our world is different. Today, used to be you go to these authorities and they kind of knew what was going on and we didn’t know today.

00:02:46.680 –> 00:02:51.450
Things have shifted over so then now you go into a doctor’s office and many patients going on, saying, Doctor.

00:02:51.810 –> 00:02:59.130
I’ve heard here. I think I’ve got this. Here’s the results that I’ve searched on Google. Here you go. Now a lot of people will try to go to Dr. Google

00:02:59.490 –> 00:03:08.940
Rather than go to a real medical doctor, I think. There’s wonderful power in Google. I love it. I think it’s a rich resource. It’s marvelous by the way Google Scholar bit nicer.

00:03:09.630 –> 00:03:18.780
Once you get out there and they’ve got all of that and that’s good use that as something to get started, but still work with your medical care professional obviously

00:03:19.080 –> 00:03:25.230
And you’ll need others but man, you don’t have to do all this, now that we did before they can’t walk around going here you here you

00:03:25.680 –> 00:03:30.960
Know all there is to know about my area of expertise, whatever that area of expertise might be

00:03:31.230 –> 00:03:38.820
And then you’re supposed to just bow down and worship them know we can do the research now its power to the individual. And that is turn things upside down.

00:03:39.090 –> 00:03:44.430
And so that’s what I like about what Daniel is saying in his book, and we look at what Daniel Pink had to say.

00:03:44.790 –> 00:03:52.920
His book on the power of selling really really is. We’re good here. Let me share my screen with you again here and let you see

00:03:53.190 –> 00:04:00.870
That as well and share it. There we go. So you see his book here to sell is human. This is really, really powerful. And the way he says it

00:04:01.230 –> 00:04:09.810
I think is just nothing short of brilliant and what he’s doing. And he talks about that this book is one I’d highly recommend you pick up, take a look and see what’s available.

00:04:10.080 –> 00:04:17.100
Now, by the way, here’s another one that is really nicely are going to move this out of the way so I can let you see who that is. This is my buddy Mark Schaefer

00:04:17.400 –> 00:04:21.060
And Mark Schaefer his friend of mine. Hi, Mark. Hope you’re doing well on this.

00:04:21.450 –> 00:04:34.770
And he talks about the similar kind of thing with his book just came out called marketing rebellion. You seen before the power was invested within those who had the secret knowledge and we didn’t know we had to kind of

00:04:35.310 –> 00:04:41.400
Try to find out what they have today. It’s been turned upside down because of Google and social media.

00:04:41.730 –> 00:04:50.370
So I want to find out about some hey is such a such a car, a good one. You bet you, I’m going to Google it and I can go out on a lot of different platforms, talk to my friends and say,

00:04:50.850 –> 00:04:54.060
What do you think about the such and such car. Anyone got one of those do you like it.

00:04:54.840 –> 00:05:01.170
And even though that’s non scientific random sampling because I’m going to get heavily skewed towards certain demographics.

00:05:01.800 –> 00:05:07.200
I’m going to believe what my friends say much more than any advertisement and marks book.

00:05:07.710 –> 00:05:14.700
Is good about that. I haven’t read marks book and I’m looking forward to it someday. I’ve heard him speak got a chance to hear him speak live just recently.

00:05:14.940 –> 00:05:21.540
He was here in Orlando for national speakers Association, and I’ve also heard him on several podcasts and I know Mark from way back

00:05:21.810 –> 00:05:30.510
He’s a good guy. So that’s a good book. You want to look into and see what it’s there. But you see the whole key is today business is about building relationships.

00:05:31.050 –> 00:05:38.130
I’ve been talking about that for years and people that have been knowledgeable in business for centuries have said that’s what it is.

00:05:38.430 –> 00:05:45.780
It’s about building those relationships with someone, you can’t just walk in and say, I will keep this information privy from you. We want somebody we can trust.

00:05:46.110 –> 00:05:56.010
We want that trusted advisor that will give us an intelligent reasoned opinion about what we want. So that means when you’re working to persuade someone you’re trying to sell them.

00:05:56.490 –> 00:06:03.600
Think of yourself as a helper someone who can help people. And as you do that, you will do much, much better.

00:06:03.990 –> 00:06:11.610
So like for instance, one of the things I do, I do a lot of speaking in my work out talking to people. I find the more I can interact with them and build the relationships there.

00:06:12.090 –> 00:06:21.030
The better off we are. And by the way, if I can help you out with some things you see my website there unashamed unabashed promotion there Terry

00:06:21.900 –> 00:06:30.690
I work with a lot of people showing them how these things are happening as well. And we’d love to work with you. So let me know what you think on that. But stop sharing my screen here and come back.

00:06:31.140 –> 00:06:41.280
Right there. Oh, I love Zoo great little tool, but think about it, the world is twisted it’s upside down people that had the information and knowledge before were the ones who were in power today.

00:06:42.420 –> 00:06:48.870
It’s kind of shifted over here and now it’s everyone who is willing to pay the price to get involved with social media.

00:06:49.230 –> 00:06:59.790
Get involved some Google searches. Also some YouTube searches the University of YouTube, very popular. I learned a lot. That way, if I want to learn a topic I’ll google it.

00:07:00.630 –> 00:07:09.240
I’ll bounce over to YouTube as well. Do some searches there. And that’s how we learn today. That’s enough. The only way I still believe strongly in

00:07:10.080 –> 00:07:18.390
Conventional education and what it is, but it’s not the same as it used to be. You’ve got to assume responsibility yourself. So get out there and do it. What do you think

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I look forward to hearing from you and please take this message and share it with others. Please. Please. We want to help others know this kind of message that’s very, very important.

00:07:27.120 –> 00:07:33.660
So thank you very much for joining me. I’m Terry Brock with Terry Brock calm and I really appreciate you stopping by.






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