Daniel Pink says we are all “selling” but not necessarily in the traditional way. We are persuading people to do things, try something, convincing them to join us, whatever it is we are doing it is “selling”. What he calls “non-sales selling”. The average U.S. worker reports spending 40% of their time in non-sales selling.
In years past, sales people had most of the information and the buyer had best beware. Now with information readily available at our fingertips, the seller had best beware because the formula has changed away from hard sell to something different that requires different skills and techniques.
Pink explains that people need these three ABC’s:
- Attunement which means bringing yourself into harmony with the other person and having the ability to size up the relationship.
- Buancy which is believing in what you are selling.
- Clarity on problem finding, not problem solving. It is in the discovery of problems that created the greatest creativity in people.
The final third of his book speaks to specific ways for you to take action, including developing your own pitch, improvising, and serving others first. As with his previous books I find them offering new and creative ways of looking at old situations, and practical in giving me something I can do to improve myself or business.
He ends this book talking about a “servant selling” belief. Are you doing something that will truly help a large number of people and even change the world? Peak-Careers Consulting has always been about “doing the greatest good for the greatest number of people” which fits in exactly with his “servant selling” belief. What I mean by my statement is that if I can train more career counselors or coaches to provide even better career services to their clients, then I will affect the lives of a MUCH larger number of clients than if I had counseled / coached them individually.
How do you use your network to “sell”?
What positive things have come to you from your network “selling” to you?
I’d dare say there are many positives that come out of your both.