24 juni 2013

The new ABC in sales by Dan Pink

Yesterday I finished the book "To Sell is Human - The surprising truth about persuading, convincing, and influencing others" by Daniel H. Pink - one of my favorite authors. Dan writes specifically about the new ABC in sales - Attunement, Buoyancy and Clarity (see word cloud from his book showing adjectives/interjections people offered most frequently when prompted to think of sales/selling).

Related to Attunement, Dan states that new research clearly shows that extroverts are not the best sales persons - it´s the ambiverts.

Dan has an easy assessment tool to measure introversion and extraversion that can be found at his web site. When I took the test, I got below statements as feedback:
You're an ambivert. That means you're neither strongly introverted nor strongly extraverted. Recent research by Adam Grant of the University of Pennsylvania's Wharton School of Management has found that ambiverts make the best salespeople. Ambiverts tend to be adept at the quality of attunement. They know when to push and when to hold back, when to speak up and when to shut up. So don't fall for the myth of the extraverted sales star. Just keep being your ambiverted self.
If you want more exformative summaries, see my earlier blog post about this book.

BTW, the old ABC in Sales (Always Be Closing) by Alec Baldwin:


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