The New ABC’s

The ABC’s of selling used to mean this: Always Be Closing. Thus, sales used to be all about drive, persuasion, and persistence. Pink says this model is now outdated. His new ABC’s are attunement, buoyancy, and clarity. I understand why Pink thinks this is a better approach to sales. No one today appreciates persistence and obvious drive in sales. Persuasion may be ok if it is subtle and not too sleazy, but this is comes with a great deal of experience. Pink’s new ABC’s present selling as a way to bring your own perspectives and knowledge in line with your customers’ expectations and needs.

While I appreciate this new approach from Pink, I actually would like to propose my own new approach to selling: Always Be Connecting. The worst experiences I have had in buying and selling have always been because I simply could not establish a connection with someone. Likewise, the best sales and buying experiences have always happened when a connection was effortlessly established.

There are many ways to connect with someone in sales. From the selling standpoint, tactics such as mirroring, thoughtful questions, and engaged listening always help. Following up with someone is also essential. While some people may see this as pushy or rude, a great follow up can help someone truly feel valued and appreciated as a customer. My favorite salespeople have always taken the time to follow up in a non-persistent way. A simple email or quick phone call can make all the difference in the world. It adds a level of care and connectivity that is so often forgotten in sales. If nothing else, it establishes a relationship with a customer that goes beyond a sale and into a small part of their life. This makes a sale not just about the bottom line, but also about customer satisfaction and quality care.

As a buyer, it is often tempting to not connect with salespeople. Sometimes this is completely justified! Pushy, obnoxious salespeople are the last folks with whom I want to establish a relationship.  When you do find a good salesperson, however, take the time to get to know them a bit. Be willing to share more of yourself and your needs to aide them as they do their job. They may be difficult to find, but a great salesperson is worth every minute of conversation. It is always great to have reputable person on whom you can depend for car maintenance, facials, dress alterations, accounting help etc. Truly good salespeople are there to ease your life through connectivity, not just a solid close.