Clarity is the capacity to help others see their situation in a fresh and alternative way that helps to identify problems and pains that were not recognized before. When it comes to sales, the best salespeople are now searching for problems and pains, not just solutions. In the 21st century, everyone has access to as much information as they can and want to consume. So, when they have a problem they usually consult the “all-knowing” Google. Although this obviously does not solve everyone’s problems, people are much less likely to consult someone else much less purchase help or a solution unless they understand it will help their pain point. From the point of view of a salesman, this can be an issue, selling now requires something more creative to move others.
What Daniel Pink defines as “clarity” is what seems to be capable of this alternative approach. Someone who can use clarity in their conversations with prospects will have an advantage in selling. Using clarity is, through asking questions and conversation, showing others a new way to look at a situation or problem. I recently had a conversation with a friend who has been thinking about potential career paths and making a decision on a field of study. He told me about what his interest was, and as I asked him more about what he thought of when pondering this specific career path, I offered to him a different perspective. When he realized the new perspective his eyes lit up and said he hadn’t thought of the career in that way before. He was interested in how he could take on this new perspective and how he could make his decision in light of this new discovery.
Brainstorming was at the center of the discovery of this new perspective. Being able to bring in new ideas, weave them together, quickly test their validity, and form a new idea created an opportunity to leap forward in the decision-making process. My friend was now excited about his decision and was ready to move on to the next steps. Here I realized more clearly that moving people is the result of helping others be excited about making the decision themselves.
BoweryJE22
When reading this and reading about clarity in Pinks book, it really made me think about the Ben Franklin glasses on national treasure. When the lenses were flipped differently, they could see different things on the back of the Declaration of Independence. I think clarity is very similar to this. Too often, we look through one lense. However, like in your conversation with your friend, you were able to flip the lenses and allow them to see more than just one thing. Clarity helps us see much more.