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In Chapter 3 Dan Pink continues by saying that the world of sales has changed. People used to think of sales people as pushy, slick, and the holder of information. Now with so much information out there buyers can have as much if not more information than the seller themselves. As a result the biggest quality hiring managers look for most in their sales people are persistence and empathy (e.g.- that they really care about the client). It is now important to be forthright, honest, and direct in how you communicate information as well as how you interact with your potential customers. With the shift to so many more of us being sales people those are skills we will all need.
In Chapter 4 the author begins to discuss the ways in which we now need to be in order to "sell." He says the first quality which is necessary to effectively moving people is Attunement. Pink says, "Attunement is the ability to bring one's actions and outlook into harmony with other people and with the context you're in." He says attuning yourself with others hinges on three principles:
So how attune are you when you are trying to sell?
Monica Thakrar has over 18 years experience in business focused mainly on strategy, change management, leadership development, training and coaching resulting in successful implementations of large scale transformation programs.