Recently in class, we started digging deeper into the new “ABC” of sales and more specifically focused on the “A” representing attunement. When I first read the section in Pink’s book, I was a little confused about what exactly Pink meant when he began discussing “Increase your power by reducing it,” most likely because I got too focused on the tests he mentioned (i.e. the E-test) rather than what the sales applications of those tests were. Our class discussion clarified to me the meaning that I had apparently glazed over throughout my reading. It is beneficial for sales people to lower their sense of power in a selling situation. This is primarily because failing to do so can cause you to miss important client perspectives due to you believing that you know what the best option is from the start.
I personally have had very unenjoyable sales experiences due to salespeople failing to lower their own senses of power. On one day about a year ago, I entered a store to look and see if there was anything I was interested in buying. A salesperson approached me and tried to help me find the kind of things I was looking for. After viewing the options, I decided that there was not anything that particularly stood out to me so I left. I came back the next day because I was considering changing my mind. However, when I entered the store, the same salesperson from the day before told me that they did not have anything I wanted there, quoting some of my prior comments in a rather degrading way. Perhaps it was wrong of me to return to the store at all after expressing a lack of interest. However, the salesperson’s failure to consider my perspective and their attachment to their own thoughts about the situation ended up costing the store an almost guaranteed sale.
BoweryJE22
sometimes our disadvantages can humanize us, and make us more relatable to other sales people
I also struggled to understand what Pink meant by “increasing power by reducing it.” The concept seems foreign in the competitive, results-driven world we live in, but the outcomes are astounding. Humility creates a sense of genuineness and trust, instead of domineering attitudes.
An overemphasis on the education side of sales can be bad too. This story is a great example of why the relationship building needs to come first, and not demonstrating an imbalance of information.
I think what the salesman did was not good at all. A sales person should always be open to helping a customer with some interest. Him telling you that they do not have anything for you would be a huge turnoff, and a loss for the store.
I had a similar but different experience as I just purchased a new iPhone from Verizon and in the process of paying for the phone, the salesman tried selling me a case that I had no intention of buying at the store. I politely said no thank you but he persisted in telling me I was being unwise in not buying one at that very instant. It goes to show that some salesman really don’t care or respect the needs of the customer and more about can they get the sale. Arrogance is not attractive in a salesman.
Interesting, I wonder if the salesperson realized your perspective for the second time he would’ve been able to make the sale?