When I was in school, I thought I knew what I wanted to do when I grew up. I knew that I wanted to design and build things. I wanted to be an engineer. I didn’t want to teach. I didn’t want to work in the medical field. And, I definitely didn’t want to sell things for a living. When I thought of the sales business, I pictured a slick salesman in a suit offering something I didn’t really need for a price that sounded too good to be true.
Fast forward 13 years since Georgia Tech, and what do I do? I am in the business of sales!
In his latest book, To Sell Is Human: The Surprising Truth About Moving Others, Dan Pink defines sales as the act of “moving others to give up what they have for what you have.” When we think of sales in this light, I agree with Pink that most of us are involved in the sales business. We are just in the business of non-sales selling.
As I lead my company in processesing regionally grown fruit products for people around the world desiring a healthy, natural life, I must sell our vision and goals to my teammates.
When I go home, I need to sell vegetables at dinner and a regular bed time to our boys.
Chances are, you are probably in the sales business, too. If you ever need to convince co-workers of an idea, you are in the sales business. If you are teaching students how to diagram a sentence, you are in the sales business. Or, if you farm, you are in the sales business.
Because of the variety of situations where I need someone to give up something they value for something I have, To Sell Is Human: The Surprising Truth About Moving Others is my new sales handbook. I know the new ABCs of sales:
– Be in Attunement
– Be Bouyant
– Be Clear
And, I also know what to do when selling:
So, as it turns out, I don’t mind the sales business after all. I actually enjoy it…especially since I don’t have to wear a suit to work every day!
I have a question.
Does your work involve convincing or persuading people to give up something they value for something you have? If so, you might want to pick up a copy of To Sell Is Human and get into the new sales business.
I’d love to hear from you in the comments below.