This book by Daniel Pink is insightful, well researched and easy to read. It declares that we’re all in sales now, which is a nasty surprise for many people! It begins with the ‘rebirth of a salesman’ and details how effective sales people should be and what they should do.
The book has many thought provoking comments, for example, possibly particularly offensive to a lot of sales people is his assertion that other people view sales as the white collar equivalent of cleaning toilets! However, in the US alone 1 in 9 workers earn a living by getting others to make a purchase and he asserts that the other 8 in 9 are in sales too, persuading, convincing and influencing others to give up something they’ve got in exchange for what we’ve got.
Pink talks about how the world has changed. For those of you who have been in sales for a long time will be familiar with the phrase ‘Caveat emptor’, buyer beware; but he asserts that because of the information now available to buyers, the sales person needs to adopt the attitude ‘caveat venditor’, seller beware, because honesty, fairness and transparency are often the only viable path.
Again, seasoned sales people will be aware of the ABC of sales… Always Be Closing.
Pink asserts that the new ABC is how sales people need to be: Attuned, buoyant and clear.
A thoroughly modern approach to one of the world’s oldest occupations!