Its Friday and time to shift the conversation to sales. Census data shows that 11% of the population has a title that includes sales. Daniel Pink in his new book “To Sell Is Human”: The Surprising Truth About Moving Others states that we are all involved in sales. Because one way or the other we’re persuading, convincing and influencing others to give up something they’ve got in exchange for what we’ve got. This is an excellent follow up to his book “Drive” which was an in depth study about what motivates people.
In “To Sell is Human, Pink talks about the changing role and world of sales. In most industries, due to the information at our fingertips, the balance of power has shifted from buyer beware to seller beware and that the only viable sales approach is honesty, fairness and transparency. Dan Pink also states that the A,B,C’s of selling have shifted from “Always Be Closing” to “Attunement, Buoyancy and Clarity”.
* Attunement is the skill of putting yourself in someone else’s shoes and learning how to see their perspective.
* Bouyancy is learning how to deal with what what he calls an “Ocean of Rejection” and how to maintain a positive perspective.
* Clarity is about making the best of a murky situation and shifting our focus from problem solving to problem finding. Pink states that one of the most effective ways of selling and moving others is to find problems or challenges that buyers did not know they had.
He makes the case that extroverts are not the most successful sales people. He cites studies that show that the best sales people are ambiverts a combination of introversion and extroversion.
Like “Drive”, I found “To Sell Is Human” to be an excellent book. I am involved in a job search and the ability to move others is a major challenge. I can relate to keeping a positive attitude despite the “Ocean of Rejection” that I experience daily. I have a new found appreciation for true sales professionals. I recommend “To Sell is Human” to anyone in sales or the business of moving people.
Who is involved in sales and what product or service do you sell?