Tuesday, July 1, 2014

The ABCs of professional selling is not "Always Be Closing"

Why the ABCs of Always Be Closing have changed to Attunement, Bouyancy and Clarity of message.  In this great book by Daniel Pink, which should be required reading for anyone in business today or wanting to go into business today, Pink outlines the reality of professional selling.
The professional way of selling comes down to being in tune with the customer's needs or Attunement.
Remaining resilient in a sea of rejection, sales professionals remain above negativity by remaining Buoyant.
And finally the sales professionals that are exceptional are adept at Clarity of their message to the customer.
The ABCs are thus:
  • Attunement
  • Buoyancy
  • Clarity

The  individuals who are a resource to internal and external customers consistently deliver on all three aspects of the ABCs, and are every bit and more effective sales professionals as the actual designated sales professionals who are often motivated by the old paradigm of carrot and stick performance measurement and results.

The above book and this classic book can be read and re-read by professionals in any walk of life to grow their leadership skills.

No comments:

Post a Comment