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To sell is human

Monday, February 27, 2017

“Injecting the personal into the professional can boost performance and increase quality of care. Yet in the name of professionalism, we often neglect the human element and adopt a stance that’s abstract and distant.”

This month’s quote is taken from “To Sell is Human” by Daniel Pink.

This passage on page 212 reminded me of how many so-called “business professionals” still adopt the phrase, “Don’t take it personally, it is just business.”

This positioning statement might have been true 20 years ago, but today it borders on lunacy. Business is personal today for the simple reason that today’s successful business is built on relationships. And by its very definition, relationships are personal.

If you want to become a successful business entrepreneur, begin to rely on your personality while showing more genuine empathy and interest toward your prospects and clients. Begin to take relationships “personally.”

Lower your protective barriers and show me the real you, flaws and all.
The days for admiring and rewarding the pompous big shots are long gone. Inject a little more “personal” into your communications and get ready to reap the benefits.

Mike Marchev, president of Head First Sales, is a featured Sales Motivational Speaker at franchise, association, and corporate meetings around the world. His column appears regularly in industry magazines and E-zines and he is the author of four books, the most popular being Become the Exception. Send your questions and comments to for Mike.