To sell, just be more like yourself.
Dan Pink is a very successful author with books like “Drive: The Surprising Truth About What Motivates Us” or “A Whole New Mind: Why Right-Brainers Will Rule the Future”.
His last book, “To Sell Is Human: The Surprising Truth About Moving Others” he addresses the question of what is selling and what is science telling us about the art of selling.
He is explaining us that the way the internet is giving us access to information has changed the game. The seller is no longer the One who knows! And the buyer is very likely to expose the bad behavior of a salesperson.
Dan Pink worked on the qualities a salesperson should master and found out the new ABCs:
- Attunement: how to put yourself in the shoes of your client?
- Buoyancy: how to resist to the ocean of rejection sale is?
- Clarity: how to make the chaos of information understandable?
In this video, Dan Pink is presenting his book to the Royal Society of Art (it’s like TED but older), introducing us to the ABCs and developing the Attunement part of it.
