We're all in sales now

DIY Talent Development

Convincing committees, persuading bosses, influencing stakeholders, etc., etc., etc., ... it’s all sales.

“To sell is human” as Dan Pink helpfully illustrates in his book by the same title.

That means we’re all in sales now; and for most of us this means non-sales selling—the persuading, convincing, and influencing we do in the everyday responsibilities of our jobs.

Sales and selling can be a helpful way to frame this work.

If that notion is uncomfortable, it’s likely because of an outdated mental model that sales and selling = smarmy salesman. We need a better one. Successful selling can’t be smarmy.

So Pink gives us a different way to think about selling: the new ABCs of sales.

  • Attunement is perspective taking. See a situation from someone else’s (your “buyer's”) point of view instead of just your own.
  • Buoyancy is staying afloat in the ocean of sales rejection. “No" is common to all selling; better preparing for, dealing with, and explaining away the rejection is necessary to the next selling attempt.
  • Clarity is helping to reveal and identify problems undiscovered until now. It’s a focus on problem finding even over problem solving. Helping to discover a problem often takes care of the sale itself.

The new ABCs provides a foundation for a new mental model of selling: Us, and the work we do every day.

Through The Work is a talent development studio for healthcare leadership embracing The Transforming—the always-happening, always-unfolding state of change in your job ... and using it to make more of the change you know should be happening, happen.

The Transforming is the most important professional opportunity of our careers—one that will lead to new job opportunities, real change, and a transformed industry for all of us and everyone else.

My name is Drew Weilage and I work in healthcare, too. At Through The Work, I assist people like you with the skills, attitudes, and points-of-view to propel your professional success. It's personal training for a transforming world of work.

Oh, and pep talks! Get a pep talk when you need one: big day, bad day, or any day at all. Text me at 646-450-2465 or send me a note.

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