On December 31, 2012, Daniel H. Pink released his new book, “To Sell Is Human-The Surprising Truth About Moving Others.” Pink is the bestselling author of “Drive,” and “A Whole New Mind.”
Pink’s new message declares that regardless of our career, today, we’re all in sales. Traditional selling involves convincing customers and prospects to make a purchase. “Non-sales selling” is Pink’s term for convincing, persuading, and influencing others to give up something they’ve got in exchange for what we’ve got. The concept applies to everybody, as parents cajole children, lawyers sell juries on a verdict and teachers sell students on the value of paying attention in class, to name a few.
To succeed in both traditional selling and non-sales selling requires a new mindset based on the revised ABCs of selling. Previously, the ABCs meant, “always be closing.” Now the ABCs embody attunement, buoyancy, and clarity. The following article highlights … Read More