#1 @ Amazon
ABCs of SalesOld style: Always Be Closing.
New style: Attunement, Buoyancy, Clarity
- Attunement = I have to be able to take your perspective, not mine ("attune")
- Buoyancy = "stay aflot" in "an ocean of rejection". Sales people are always hearing “no”.
Buoyancy is how do you stay afloat in that ocean of rejection?
- Clarity = information is now abundant, so sales is more useful when it is not even clear what the problem / requirement is. Curating information, rather than accessing it. Help you surface this problem that you don’t even realize that you had.