Dan Pink: To Sell is Human. The surprising truth about moving others

Dan Pink: To Sell is Human. The surprising truth about moving others | Business of Software



#1 @ Amazon

book's web site

Interview with Dan Pink

ABCs of Sales

Old 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.